We know where the fear comes from in cold calling: fear of rejection and less preparation to handle a situation “live”. Also, for those introverts in real estate, this section of the job can be particularly taxing. So how can you help yourself overcome these nerves and grab that phone with enthusiasm? Here are 5 ways to get you started.
1. Get Out of Your Own Head
First of all, be aware that it’s perfectly normal to feel uncomfortable making a cold call, so don’t try to hide or ignore that feeling. Really, that’s not going to make your day, but it’s ultimately not that big of a deal.
Realize these feelings instead of simply brushing them off will give you the power to pull off your anxiety about cold calling and start with a more relaxed approach. Don’t take it personally, just feel that your services aren’t right for that person in present. Simple as that.
2. Dedicate Time to Prospecting
You know that aptitude to push the things you don’t want to do at the bottom of your priority list? Yeah, we all do that. And then we’re less possibility to ever get it done. Set some realistic goals for yourself for calling your prospect list, and create a time block each day to ensure it will be happen.
During these time blocks, sign out your email and social media. Make this 100% about making your calls and keep it up.
Hint: To make these calls first thing in the morning will be the first priority.
3. Do Your Homework
Be prepare before calling and try to learn about your expectancy. Compose different personas in your target audience and have a good understanding of what their needs are so you can deliver the right thing when you get someone on the phone.
Drill down to the individual level. Do you have friends in common? Mentioning a reference or name dropping a mutual connection can go a long term and help build rapport.
When you take your time to develop a solid understanding of your prospective clients and you have the right information at your fingertips it will help you stay confident and try to convince on the phone and feel mentally prepared before the conversation.
4. Craft the Right Scripts
Having a solid script at-the-ready helps you remember what you need to accomplish on your call, and can increase your confidence. Write down scripts for different scenarios you might encounter during a call, and create some voicemail scripts too
Hold your scripts as general outlines. Get to the point and grasp their attention from the beginning. If you don’t get them interested at the start, they’ll tune you out, so make sure you have a good opener.
After you’ve developed a few scripts, practice them so long as you sound natural reading them and take every opportunity to role-play with your colleagues.
5. Trace Your Progress (and Make it a Game!)
Set some SMART goals for your prospecting efforts, and keep an eye on your progress each day. Engage in a little friendly competition with co-workers or just some self-competition to push yourself a tough person. It might start to feel more like a game and you can remove from taking eliminate yourself personally and becoming discouraged.
The best way to increase your conversions from calls is to keep doing it, and there’s no better option to start than to tackle your fears head on and receive that call.