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Whether you like it or not, at some stage, you are going to have to pick up the phone and ask a complete stranger if they want to buy your products or services. Here is how to do it.

Cold calling is a fact of business life. So are rebuffs. You cannot be successful calling prospects unless you learn to take the rebuffs. Further articles on this site will help you get through to the decision makers.

Handling call reluctance

A major barrier is making the call to start with! The excuses we make are legion, but they generally boil down to the fear of failure - 'What if they say no!?' Fear is normal, but look on it as False Expectations Appearing Real.

When cold calling, do not picture yourself 'landing the order' right away. This is a mammoth target. Be more realistic. Cold calling is best for fact-finding and setting up the next point of contact. So a better objective is to get a request for you to send more information or even a quote. Getting an order on the first call is a bonus.