Trigger Marketing

Don’t let fear stop you. Fear can be a good thing.

Up until recently I wasn’t a fan of cold calling. Not because I didn’t think it would work, rather because I had a fear of doing it. I’m not sure why I was afraid, but I was.

I had built it up in my mind that it would be hard to do, I wouldn’t be successful and that I would meet great resistance.

The funny thing is I do seminars all the time for various sized groups from 10 to 100, but the thought of calling one person stopped me in my tracks.

My very good friend Neil Thornton, is a master at cold calling. I would listen to the ease of his language and how easily he built rapport on the phone. I have to admit, I found it intimidating, and because of that, I continued to put it off.

But what I realized is that I was putting up artificial barriers. I was thinking and believing that I had to emulate my friend and deliver the same style of cold call. The truth is that I needed to create my own style.

So don’t let fear stop you, let it motivate you. Trying something new can be exhilarating.

While I’m still not cold calling’s #1 fan, I truly believe it is a great sales tool for my business. I have begun to make cold calls on a weekly basis and so far, I’m getting some appointments.

The key to a good cold call is the same as the key to a good ad…be relevant. Keep the focus on the person on the other end of the phone and tell them what’s in it for them.

To learn more, download our free eBook "Seat of your pants marketing - The 10 biggest mistakes small businesses make and what to do about it"

Back to Articles