Getting Started for a Cold Call

by Mickey Mixon


There’s a little Girl Scout on the street carrying boxes of different flavored cookies, timidly trying to knock on her neighbors’ front doors.


But imagine what this little girl could  be thinking even before approaching doors.  Will they know that she is sellin Girl Scout Cookies? Will she be able to speak her rehearsed cookie scripts?  Will she make her first order?


A lot of grown ups, even professional salesmen, experience anxiety in making their own cold calls.  It’s so normal to feel butterflies in your belly, and just thinking of making the call (whether personal or business) would even make you want to throw up.


But, let me give you the exact explanation of what a cold call means.  A cold call is a personal call, it can be a visit or phone call to someone you know a little or someone whom you really don’t know.  The main reason for the call is that you are selling something for personal or official business.


Others think that a cold call is only being made to total strangers, taken from phonebooks or referrals from other persons.  On the contrary, this cold call can be made to someone you already know or to a prospect you’re already familiar with.  It can be someone you met last month at a party or maybe a friend introduced him to you before and you found him to be a good prospect to sell the product.  But still, contacting someone you know breaks the ice for a moment.  Try to narrow your prospects at first where you feel comfortable, once you’ve mastered the technique that’s the time you can move on to a more challenging prospects you never even thought of approaching.


The ordeal that you have to go through first is making that personal, meaning one on one, physical appearance or telepresence.  This can make you so tense that you feel like quitting everything.


Nothing can be as uncomfortable as prospecting someone for your cold call.  The fear of being shouted at or making a fool out of yourself, are roadblocks and keep you from selling.  This can be overcome with the right attitude together with guarded planning, preparation and if possible – Training.  Believe it or not, salesmanship is possible for everyone.


Take these simple tips on how to Cold Call


* Always be Positive


Remember that cold calling is a powerful business strategy.  First be positive with yourself. When there is enthusiasm in your voice, people can feel that right away.


* Prepare to be Prepared


It’s not enough to know the procedure and having the right attitude.  Prepare the list of whom to be called or visited, how the introduction should be done, learn what prospects do and the most important part of all is that your offered product or service should be something that could be of good use for them.  Being well prepared can turn a simple cold call into real business.


* I am what I am


Never sound too over reactive or obviously nervous on the phone or when you shake your prospect’s hand.  Never try to be somebody you are really not. Assume that talking to your prospective customer for the first time should be the key to a lasting relationship.


* Calm Down


Consider that you’ll be declined.  That’s it.  It’s really hard but never take it as a personal attack on you.  Don’t let the feeling of being dismissed put you down and roll you back.  Be patient and learn from your mistakes.  Commit yourself to being persistent.  This will also help you find a strategy that will work in the long run.  Look at each turn down as if it were the next stepping stone.

* The Art of Questioning


You cannot expect someone to believe you right away, and just sign up after describing your company’s objectives.  You have to ask the right questions.  A sure attention getter when opening a conversation can be “May I ask you a question Ms/Mr?”  People want to help and this question lowers their guard.  Try and ask questions that do not ask for a yes or no answer. That way customers will be forced to carry on more of a conversation with you.


About the Author – Mickey Mixon

Sugar Land Businessman Mickey Mixon is a Licensed Private Investigator, and a Talented Internet Marketer specializing in New Media and Affiliate Marketing . Mickey’s career includes a 15 year career in Houston Texas area retailing, owning stores in 5 malls until 1998. In 1997 he formed the PI firm American Information Bureau/American Investigation Brokers LLC. In 1996 he published his first book, Job Search Survival ,with an updated edition released on July 4, 2009. He is also Ministry Coordinator for the SCBC Job’s Ministry in Sugar Land TX.  Contact Mickey at