No Fear Cold Calling

[littlesis72]

Good work Gavin



[seanbanez]

Gavin you rock. Your my new start the day off mentor. I am an account manager and everyday that I get to work the first thing that I do is watch an inspirational video or two to get my blood flowing. You are my new target and I agree with every point you made in your video. Good job

[Bilboman95]

I have watched so-o-o-o-o many videos, read so many books and talked to so many people but the simple fact is that cold calling scares me witless. I know what I am good at, I know where I excel and I love every other aspect of my job but cold calling freaks me out. I need support from my company, I need training counselling, something... Help !!

[tully0418]

Absolutely fabulous video! I am starting out on my own (since I was laid off from my job almost a year ago) and have no idea how to begin selling to clients. This is one of the first videos I've looked at, and I'm certainly glad I did. I took a lot of notes & have a lot of work cut out for me! I can't thank you enough for putting this video together. Thanks! :o)

[seifeddinek]

I was totally in confident of doing cold-calls, but after watching this video I know what to improve and I will start that tomorrow. Thanks alot for the guidance. You've gained a new fan. I will be following you ans sharing your content. great stuff!

[ismaeladrian]

I could listen to this guy all day! Makes perfect sense and makes this challenge sound grounded and achievable.

[gaviningham]

@ismaeladrian Thanks. Glad that you found the video useful.

[murphy903]

I learned as much about being expressive in speaking from you as I did about cold calling. Great job! Thank you!

[archancellor]

Think the best lesson from this is your inflection on speech and tempo throughout - Lord knows that if you ever wanted to drop selling you'd make a great radio presenter!

In seriousness, thanks for these vids- I'll be checking out your others.

[bonthroneryan]

Top notch Gavin

Will return with feedback.

Ryan

[dvarblo]

hahaha i can hear you try to hide your nothern accent.

[gaviningham]

@dvarblo No hiding! My accent is what it is! I am a Yorkshire born and bred... and proud of it too!

[mrajpurohit83]

Good and informative

[fredneedle123]

This man is brilliant. I know exactly which catagory or sales person I fall into from this short video and I intend to change to the other catagory right now.

[BycraftWelding]

Great video Gavin! Thanks for posting as I now have 2 pgs of notes! I sell high end welding equipment and have an extensive background, however I'm new to sales. I'm really starting to learn the importance of planning and preparation prior to making any call! One thing you touched on right away that I need to improve is "lack of client engagement". Do you think it becomes more difficult if you've already made 1 CC to a prospect and didn't generate interest if you are more prepared the 2nd time?

[gaviningham]

@BycraftWelding Maybe, maybe not. Depends on your mindset. Be positive. Think about how you are going to engage them more effectively this time.

[Aulelia27]

Gavin, can you give advice on doing cold calls alone? I have been trying really hard but I am doing them alone at home, and I find it really soul-crushing as I have no one to talk to.

Suggestion: Put a forum on your website so other sales people can interact.

[gaviningham]

@Aulelia27 Done! I have put it on facebook.com / ingham.gavin. I also have a group on LinkedIn, Sales Psychology & Performance. I will be starting a paid group soon too...

[nickia88]

what to do if the clients said they are not interested without knowing what your offer is?

[gaviningham]

@nickia88 Tell them that you wouldn't expect them to be and that the call is to build a relationship and then make sure that it adds value for them.

[badaldixit]

Really amazing tips..Thank you so much for coaching us.

I'm starting my calls right away!

[gaviningham]

@badaldixit Good luck!

[mic400uk]

mate, are you doing sign language??? lol

[andyphun2008]

@mic400uk I agree - all that body language must have taken a lot of preparation! But there are some really great tips in the video, it's given me a lot to think about

[celisd]

5 stars for this video.

One question. Sometimes a customer would answer that he.she will think about it and call back if he/she decides on taking up the product/service. In my opinion this is to get rid of the telemarketer. Would you give up on this potential client or would you call again to ask whether he/she took a decision?

[gaviningham]

@celisd Great question. Most initial responses are habitual and designed to get you off the phone. They are highly unlikely to call back! Far better to ask a few questions now to ascertain whether they may become a client rather than wasting yours and their time.

[megalibra82]

oh my god what happened to humanity...we kinda got rid of wars to acquire resources and now what we do, we train and study deception. Fuck this world fuck human beings.

[gaviningham]

@megalibra82 Ethical cold calling is NOT about deception. Many people think it is and many people act that way but that is people and not processes that are to blame...

And that's exactly why I love what I do... teaching people to do it right!

[ryanyuu]

That's a great help !! please continue to share, perhaps give an example of a good call

[hayoungkim]

(/-o-)/ \(-.-\)  -(-_-)- ~(o-o)~

I like it.

[francisgeorgemurphy]

Gave up, I can't read sign language!

[lynchieg]

Great information on this Video, I attended your cold calling session last year and this was a nice reminder for me and one I have used for my new starters as 60% of our day is coldcalling :-) thanks

[gaviningham]

@lynchieg Pleasure! More coming soon...

[livetofuck]

Gaving any tips on a recruitment cold call recently startted the company and cold calling is a big part of my day. Any advice qould be much appreciated

[gaviningham]

@livetofuck Make your call different. Think about the challenges that they really face not what you want to sell and make the call about them and their business.

[jasjagpal]

thanks for the tips!!

[coretime09]

Nicely done! Good passion and true love for his life's work. Keep it up!

[charliethepunk]

I could not imagine better video. Very didactic, approchable and professional indeed.

Thank you.

[gaviningham]

@charliethepunk Thank you.

[MrLparsad]

These are all good tips, and I am most sure they work, but I am trying to figure out what really arouses the interest of IT buyers that they listen in. Anyone has any ideas?

[gaviningham]

@MrLparsad Speak to your existing clients. Find out what is concerning them. Find out what they value. Found out what they want to know. Put yourself in your prospects shoes and make the call about them, not about you.

[Osc2828]

Yes Sir, you have hit the nail right on the Head with a latter. GET INTO THE RIGHT SET OF MIND AND GET SUCCESS!! ATTITUDE $ MIND SET ARE .........! to the guy that feels it is frustrating. then (its a hard knock life!). ( It's all A numbers game..It's not what you say it's how you say it.) DO YOU HAVE WHAT IT TAKES??

[gaviningham]

@Osc2828 It's not about whether you get knocked down or not, it's all about getting back up again!

p.s. Make sure that when you are doing the numbers you do not forget that quality is critical. People do not want defocused spam calls so do not fall into that trap!

:-)

[jasonw777]

Just about to go cold calling and looking for motivation! Thanks Gavin!

[gaviningham]

@jasonw777 Sell with passion!

[jballz311]

Most of my potential clients are looking for me to get to the point since they're busy decision makers that know I am cold calling; How can I build a warm and standout rapport that is very brief before my pitch?

[gaviningham]

@jballz311 Preparation is the key to success in cold calls. Warm the call up through research. Make it relevant for your prospect. Turn it into a cold call that they want to take. Don't try and build "phoney" rapport, build it by thinking about what will add value for them.

As for voice pace, pitch and tone... focus on getting in the right mindset and delivering that right from the start of the call. Good luck!

[Kerrviii]

AWESOME! Thank you so very much for this video

[chingadamadre2006]

I love the hand language! this is very useful, my problem is exactly your conclusion,

[gaviningham]

Pleased you found it useful... I am going to be starting more regular videos in the next few weeks so keep your eyes open for more.

Gavin

:-)

[dsgsu]

Thanks for sharing your knowledge, it is very much appreciated. One needs to think with acuity to survive in this market, it's tough. Very good points there...

[RossMakesMusic]

epic hand movements in this one- lol

I hope to go out cold calling soon as I have just started my business and need to go get soe customers! I am 21 and a bit scared of being seen as a child when I walk in to do a cold call face to face. I am going to over come it with professionalism and enthusiasm.

Just wondering how i should dress when I go cold calling? Is the power pinstripes too much and off putting. Or is it jsut what the doctor ordered.

Great Tutorial Gavin. It was very helpful.

[gaviningham]

You didn't mention what you are selling or to whom and where...

Without knowing that it is hard to say, however the golden rule is to dress to make a strong first impression.

You need to build trust and credibility as fast as possible.

If you are selling financial advice to lawyers then a pinstripe might work however that could overpower some. You need to dress right for your clients, right for your market and right for you.

Good luck :-).

[prod689]

Great video. I was recently laid off and decided to start up a small business. Well, cold calling is a huge part of getting business when you've run out of already tapped resources. Thanks for the video, it helped motivate me.

[TeamLibertyExpress]

2:20 "Clients know within seconds weather..."

what did he say after that?

[gaviningham]

"whether you are congruent with your message or not."

They can spot if you mean what you say and truly believe in what you are selling.

[AlgonquinMortgage]

Hi Gavin. Tell the "practise" to understand that UK and US English have differences. You were correct as written. Regardless, this video is incredible, and when I get frustrated with cold calling, I go back to it time and time again. Cold calling is definitely not rocket science, and as you stated at the end of the video, people know what to do, it's just getting focused, and doing it. Thank you SO MUCH.

[AlgonquinMortgage]

This is great stuff. Everyone is capable of greatness, but most, as Mr. Ingham points out, are unmotivated or unwilling to reach for it. Focus, Focus Focus.

Best cold calling clip on YouTube.

[gaviningham]

Thanks Algonquin. I will be posting more in the near future.

[dsgsu]

Awesome tips. I am annoyed by all the other videos saying cold calling doesn't work. I think they are ignorant and naive.

[gaviningham]

There is a huge difference between spam cold calling and legitimate new business generation. I have a client who has developed over £20m of business using cold calling in a very short period.

So it certainly works in the right circumstances.

There are many ways of generating leads and everyone ought to employ a diverse approach.

remember that... saying that cold calling doesn't work and then offering an alternative package for sale is very attractive to people who fear cold calling :-).

[navyvet7204]

He needs to Practice spelling the word PRACTISE correctly. Just say'n

[gaviningham]

In the UK "practice" is a noun i.e. where a doctor works or "I did my piano practice" but "to practise", the verb, requires an "s". Sorry if this grated, I believe in the US it is always a "c" right?

[Trustisaliability]

Or you could get a real job. One that doesn't involve harassing people day and night!

[uberwench7]

I've just started a cold calling job today and I am not used to this sort of thing! Thanks for your tips - I feel motivated.

[NaturalColdCalling]

Your main goal is to find a problem and then "Authentically" seeing if there is a fit or not (and it's ok if there isn't) don't ever forget that... Because you "CANNOT" fit a square peg in a round hole :-)

Good luck with your job!

[yamijames]

This is amazing, I took down what he was saying and my sales average went from 3 a day to 6 a day

[afiqhassan]

Great Video....Got some important tips regarding asking the rights questions...

[TBIES71]

just be ruthless

[RuthieTalk]

I really liked him, I help people for free and I felt I could recommend this.

Ruthietalk

[MrJamesyboi121]

yeah that was good really helpfull i've just started cold calling and this will come in handy

[MoneyMatthew]

This guy is good. I liked the video. Too bad there is not more stuff like this online...

[mycableguyrobert]

Powerful Concept... EXPECT SUCCESS!!!

THEINVISIBLEHOMEPAGE. C O M

[julianne24601]

yeah i thought you were using sign language too. its kind of distracting and annoying. but what you say is good

[QuantumThermo]

Excellent!

[kiwimilliondollaboi]

Great video, really thought through information and so helpfull... cheers

[mattchris18]

was that real sign language your using mate?

good presentation but dont be confusing deaf people with your pseudosign language

[kuperket]

I've watched all of your videos - they are brilliant

[housemidi]

This chap knows what he is talking about! very refreshing

[johnandersenuk80]

Do you have any specific phrases that pull you back into "being motivated" mode?

[gaviningham]

Key thing is to be aware that you are getting demotivated. Change your physiology, get some air in your lungs and your head up. Remind yourself why this activity is important to you and how it benefits not only you but also your clients.

Formulate questions / phrases that are personal to you, how's about something like,

"Why is this important to me?", "How does this call benefit both me and my clients?", "What problems can I solve for my clients?", "What do I want to get out of this session?"

[kas2stut]

Gavin, love your website and all of the tips - thank you!

[nausinora]

that was really great thank you

[lenvisage]

Excellent presentation - This chap is all over it..

[SuperPoweredConsumer]

Great video, great presentation.

[gavinjamespearson]

Gavin,

Nice work with this vid, your advice is VERY good and I will be putting it into practice tomorrow.

You use your hand A LOT when you talk, thought you were using sign language!!! :)

[simonbranston]

Great vid. This has given me some great ideas in over coming objections that I face when making sales calls. Thanks a lot.

[playuk]

Great vid, quick question...do you have anything in mp3 format....would like to listen to it on my phone before i sleep.

[jcclendenin]

Very good tips. Thanks a lot and cheers to continued success!

[phinkupdarastafa]

Yeah mon!, me looked at dis video and den got on dat blower to dem Norf side kingston crew, me wanted to shift 2 k's of smoke. Dey iz took da whole lot!!

[lunurulz]

Thank You.

Really appreciate it.

[steveusa923]

Thank You

[willritchie50]

Hi again, Only £300 today but still a result. Thanks once again Gavin.

Any tips on the hard sell and overcoming objections?

my supervisor told me the 3 main objections are the customer not understanding, not believing and not being able to afford.

Any more pearls of wisdom? I could do with another couple of thousand before Christmas to cover the 3 weeks off that we get, that and I really want a Range Rover sport lol

Will :)

[gaviningham]

Will

Yes, of course...

Quite a few blog posts on cold calling and prospecting on my website for you to check out...

You could join my free sales success newsletter whilst you're there...

And of course there are always my books and audios too! :-)

There will be more videos on here soon too. Good luck and sell with passion!

Gavin

[musicmanofkent]

Hi Will,

What is it that you are selling? - Are you in the UK?

[willritchie50]

hey dude, just a quick update, first day on the job, closed a deal worth £3000 in commission. Thanks for the tips, let's hope for the same again tomorrow!! :) :) :)

[gaviningham]

Hey - great news! Keep up the good work! More videos coming soon...

[willritchie50]

Thanks Gavin, I've just taken a more direct selling role after working in export marketing for a few years and this video really got me in the mood to achieve. I'll let you know how it goes. Do you have any more material that could help? I'm in a positive frame of mind but could use some more weapons in my arsenal.

Thanks once again

Will

[dench42]

The clearest, most concise guide to picking up the phone and changing people's lives I've ever come across.

[jabezericsson]

This guy is good.