Cold calling and raffle prizes – what could they possibly have in common? I was recently attending an event that held a raffle prize – my ticket stated that I “must be present to win”. Well, of course, that makes sense, right? Many people purchase a raffle ticket thinking that was all they needed to do in order to win the prize – and occasionally that might be the case. However, most of the time, we need to invest more into the opportunity, cold calling for example, in order to reap the potential benefit, such as increased revenue.
The same could be said of cold calling. How often do we go through the motions not truly being present in the moment in order to reap the potential benefit of achieving increased revenue? Making a cold call or sales call is one thing – making a cold call or sales call and being present to win is another. The first scenario could simply be going through the motions – the second scenario is investing in the outcome.
We need to be present to win in everything we do, particularly in cold calling and sales. We have to focus on the task at hand, cold calling, and focus all of our energies in reaping the potential benefit, increased revenue. Cold calling could be deemed a tedious task, one which doesn’t require strategy or focus. However, it is the opposite that is true. Cold calling is exciting – each call is different and each call requires that we be present in the moment. We must be present while cold calling to fully focus our energies on the ultimate outcome that we are striving to achieve. While cold calling, we must listen intently, respond appropriately, engage the prospect continually – all with the ultimate outcome in mind. We must be present while cold calling to win the business.
Put a raffle ticket in front of you – tape it on your monitor or your phone. It will serve as a constant reminder that you must be present to win. Stay focused, be driven, have high energy, stay positive – all of these attributes will help you be present in the moment while cold calling. Each cold call is an opportunity to win – whether immediately as closed business or in the future as an opportunity in your pipeline.
So you might be wondering whether I won the prize that I held the raffle ticket for. Well, the answer is… does it really matter? The reason it doesn’t matter was that I was present to win. My focus was to win regardless of the outcome. And if I didn’t win that time I’ll win the next time because my goal is always to be present so that I CAN win.