Resolutions for Prospecting Success

Cold calling is very difficult - and not a favorite of many. But, I think many sales experts would agree it is an essential part of a successful year. Today cold calling expert Wendy Weiss shares nine resolutions to incorporate into your cold calling now - your bank account will thank you!

--Make introductory calling into a game, and reward yourself when you succeed. For example, for every 'yes', put a dollar (or $2 or $3 - it's your game) into an envelope. At the end of the week take the money and treat yourself - even if it's only an ice cream cone.

--The biggest mistake that you can make when prospecting for new business is to stop. There is no new business without prospecting. The more calls you make, the more success you will have. The more doors you open, the more sales you will close. Keep calling.

--Set up a comfortable, organized, quiet environment in which to work. Get a good telephone - a land line is the best and make sure that it has clear sound. Get a headset so that you don't have neck and shoulder problems down the road.

--Wear comfortable clothes. Your prospect cannot see you. It does not matter what you are wearing. It does matter that you are comfortable so that you can focus and concentrate. If your business attire is uncomfortable change clothes. If your shoes are killing you, take them off.

--To become totally comfortable, rehearse your script. Practice it out loud. Call your voice mail and record yourself so that you can hear how you sound. Practice with your friends and colleagues. Role-play. Do everything that you can think of to prepare before you ever get on the telephone.

--When speaking with your prospect, tailor your introduction to their concerns. This process is about your prospect, not about you. Remember that people buy for their reasons, not yours.

--While you are calling, stay conscious of your breathing. If you find you are feeling stressed and holding your breath, take a moment. Do some breathing exercises and then go on. Sometimes you can breathe better if you are standing. Try that. Sometimes pacing while you are talking helps to get energy going and lets out the nervous tension.

--Do what you say you're going to do. If you tell your prospect that you will call next Thursday at 3:00 p.m. - call your prospect next Thursday at 3:00 p.m.

--Most sales are made, on average, after the seventh contact with a prospect. These contacts can be by phone, e-mail, fax or letter. Most salespeople give up after three or four contacts. If you do that, you are leaving cash on the floor behind you.

Known as "The Queen of Cold Calling," Wendy Weiss is a sales trainer, sales coach and author specializing in cold calling and new business development. She helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Learn more at: www.WendyWeiss.com.