“Remember that every prospect you interact with, including the assistant, could be your ticket to the next big sale. So show up, be present, and make a really great first impression.” – Jason Bay in today’s Tip 297
How do you improve your tonality on cold calls?
Join the conversation below and go check out Jason’s LinkedIn post!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Bay from Blissful Prospecting is back with yet another great prospecting tip. Here he is:
Jason Bay: So making cold calls is much different than sending an email, obviously because people can hear your voice, but you’re still not giving the prospect what they would get if they were talking to you in person. So since they aren’t able to read your body language, tonality becomes a very, very important part. So how you sound, do you sound confident, are you positive, are you upbeat that sort of thing can really make the difference between a successful or an unsuccessful cold call. And I was working with a few clients and their cold calls the other day and I wanted to share some breakthroughs that they made because they were actually saying the right things. So it had nothing to do with what they were saying their tonality was just off like the person on the other end, I could hear, which was just not excited to talk to them. And when they would speak to the assistants, they just didn’t sound very excited to help them.
So here are six tips that you can use to improve your tonality. So number one, stand up when you’re making calls. There’s something about sitting in your chair all day that just makes you really, really low energy in oftentimes just mixing it up a little bit in standing up to make your calls and being able to kind of move around a little bit and move your arms around like that, gets the blood flow going and it’s going to come out in your calls. The second thing you can do is go for a quick five-minute walk. So before you start doing your cold calls or you come in for the office at the beginning of the day, like go on a quick walk, just get some fresh air, get the blood flowing, hopefully the sun’s out where you’re at, and get some sunshine and just go on and get the blood flowing and get moving. The third thing that you can do, this is something that I recommend for introverted, which I am an introvert. Is think about the times during your week where you have the most social energy. So if one of our clients, that’s when he was at the gym where he sees people that are on a regular basis and he’s really social because he knows these people, he’s excited to see them. And one thing that you can do is channel the energy that you feel during those times where you feel most social and treat prospects that you talked to exactly like the people you interact with when you feel really social. And again, that’s a great one for each fruit. Number four, a really simple one. Smile when you talk. So smiling when you talk is the difference between what I’m talking about right now and that tone right there versus me talking like this, you can definitely hear it. People can hear the smile through your voice. One thing you can try is keeping a small little like a pocket mirror on your desk and just looking at yourself to see if you’re smiling or not. That’s a great one that I’ve been using for like 10 years. Actually, that was a tip I got a very long time ago. Number five grabs a coffee in the morning before you start working and go to the coffee shop with the goal of making the barista and one other person standing in line with you a smile by saying “Hi” to them. So just get yourself in a conversational social mood and go into the coffee shop or the store or wherever you go to get food maybe before work is a great way to do that. And lastly, number six, bring it back to your why. Remember that every prospect you interact with, including the assistant, could be your ticket to the next big sale. So show up, be present, and make a really great first impression. This person could be your ticket, like I said, to your next big sale. So be excited. Show up. So what I want to know, and there’s going to be linked to this in the show notes, is I wrote a post about this on LinkedIn and got a ton of feedback from people around what they do to improve their tonality, but I would love to know from you what you do to improve the tonality and keep positive and upbeat in your calls. Go ahead and check out that link in the show notes and good luck on your calls.
Scott Ingram: You can find the link to Jason’s LinkedIn post at DailySales.Tips/297. As Jason said, there are already some great comments in that thread, and hopefully, you’ll add your own and answer the question: How do you improve your tonality on cold calls? It’s a little thing, but it makes a big difference.
Once you’ve answered that question, jump on the listener list on that page as well so I can send you the video of your choice from the 2019 Sales Success Summit. Then come on back tomorrow for another great sales tip!