---
tags: Week 3, H3, M7
---
# Golden tips before you start cold calling
😰 Calling people uninvited probably makes you feel a bit nervous, right? No worries, most people feel this way.

We know calling can be scary. As a last pep talk and to make sure you feel ready, we want share with you our 5 golden tips on how to approach cold calling 👇
 

## ✅ Your cold calling checklist: 5 golden tips

### 1. Be prepared
Before you start cold calling, make sure all preparation is finished:
* Know who you are going to call and have those leads ready to be called in your CRM or spreadsheet (have this open on your screen)
* Know what you are going to say (your script)
* Know your goals: duration of calling blocker, number of calls / qualified conversations, number of positive responses you set for yourself
 

### 2. Know that you offer something of value

We are training you to become a B2B sales specialist selling technology. B2B tech companies only exist because their founders have experienced or recognized a problem that they know companies have.

These companies therefore offer real solutions to such problems and do not or only rarely cater to "nice to have" needs.

Look at companies like Doctolib (digitalizing work processes for healthcare professionals), Zoom (enabling face-to-face communication in remote settings) or Hubspot (automating marketing processes). They exist for a reason. You're not selling something people don't need. Knowing this is key for salespeople: your product or service solves real problems.

This completely changes the context of conversations, doesn’t it?!
 
### 3. Avoid interruptions: Complete focus

Remember the lesson on "How to stay focused" in module 4? It dealt with blocking time on your calendar for calling activities and making sure you eliminate any digital distractions like email or chat (e.g. Slack, WhatsApp) during these blocks.

It's just too easy to get distracted, especially when facing tasks that may be out of your (initial) comfort zone. These distractions cause context switches making you loose your focus and be and feel less productive. A 60 second interruption is all it takes to get you out of your focus zone.

In sales, productivity is key.

:::info
**Practical tip:** A 2 hour cold callling session blocker is better than 2 1 hour blockers. You loose a lot of productivity by leaving and re-entering your focus mode in multiple shorter sessions.
:::

Check out the video below. It shows [Sam Nelson](https://www.linkedin.com/in/realsamnelson/), SDR leader at Outreach and leading LinkedIn influencer on all things sales, speaking of the importance of avoiding distractions during one of our expert classes.

{%youtube vD4VhC-7FZs%}

 
### **4. Avoid call reluctance**

This may be the most obvious, but also the most important. There's only one way to overcome any call reluctance you may feel - just get it done. Pick up the phone.

For starters, stepping out of your comfort zone and mastering the craft of cold calling is a key part of your learning experience at Hyrise. In addition to that, cold calling still remains the most efficient way of getting feedback from potential buyers.

We couldn't have said it any better than Sam during our expert class, so please listen in on this video as well.

:::warning
Note: EMEA refers to Europe, Middle East and Africa. Sam is used to working in the US and references EMEA to highlight the differences.
:::

{%youtube HL7jC9wlFOg%}

 
### **5. Have a positive mindset**
How you go into your cold calling sessions will already determine how you come out of them. Do whatever it takes to put you into a good mode with a positive mindset. The people you are calling will sense that. Plus, it will make it more fun for you.

How to do that? A couple of ways:
* See point 2 above: know that what you offer helps people and adds value.
* Visualize the positive outcome and you being successful.
* Think of a positive experience, things you are grateful for.
* Put on your favorite song that puts you in a good mood 😉 .

 
Ok, you're now ready for the real deal...

**Let's pick up that phone** 💪

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