It was Henry Ford, the famous founder of the Ford motorcar company who once famously said, “If you think you can or you think you can’t, you’re right.” In other words, whatever you believe, is going to be true for you. When it comes to cold calling, the same theory applies. If you think you can’t call or nobody accepts cold calls, then you’re correct. On the other hand, if you believe that cold calling still works, you’re also right.
So, what are your beliefs about cold calling? Do you believe that cold calling is outdated and irrelevant? Do you believe that you can’t open doors with an introductory cold call? On the other hand, like me, do you believe that if it is done the right way, cold calling can open doors for a further conversation or even a meeting?
If you’re reading this and you are a sales manager, what does your sales team believe about cold calling? I know of hundreds of sales managers who believe in the power of cold calling and ensure that their salespeople make at least one or two hours of cold calls a week. After all, if they’re sitting in an office doing administration on a Monday morning or Friday afternoon, wouldn’t that be a perfect time to make some calls to set up conversations or meetings for the next week or two ahead?