How to Cold Call for Hours Without Losing Your Mind
Few people truly enjoy cold calling.
In fact, 64% of sales representatives say cold calling is the worst part of their job.
But cold calling is a critical part of commercial real estate dealmaking.
Below, we’ll explain how you can cold call for hours without sacrificing your sanity.
But first, let’s examine why many people struggle with cold calling … and why they should do it anyway.
3 reasons cold calling is a struggle
Cold calling is a tedious process.
To get results, you have to be willing to grind. Here’s why:
1. Prospects rarely answer
The difficulty with cold calling starts right away — the vast majority of prospects simply don’t answer the phone.
Research has shown that 80% of cold calls go to voicemail, so if you want to speak with a prospect directly, you have to be persistent.
How persistent? On average, it takes eight call attempts to reach a prospect.
2. Rejection is common
Even when you do get prospects on the phone, success is far from guaranteed.
In fact, cold calling only has a 2% success rate. That means you have to make a ton of dials to see results.
3. Converting cold calls takes time
Finally, closing a deal from a cold call takes consistent follow-up. According to Sales Gravy — a sales training organization — 80% of sales are made on the fifth to twelfth contact.
So, if cold calling requires so much time and effort, why should you bother?
Why cold calling is a key part of CRE dealmaking
While cold calling takes effort, it’s not something brokers can ignore.
In fact, Commercial Real Estate Online suggests brokers start each day by making “at least 40 outbound telephone calls to business owners and local property investors.”
And the data backs up their suggestion.
Almost half of all buyers — 49% — prefer cold calls as the first point of contact.
Even more promising, 82% of buyers have accepted meetings with salespeople after a series of contacts beginning with a cold call.
Clearly, cold calling is a viable way to fill your deal pipeline.
So, how can you put in the hours necessary to see results from cold calling without sacrificing your sanity?
This productivity hack will help you cold call for hours
The secret to cold calling for hours without going crazy is using a productivity hack developed by business consultant Francesco Cirillo. It’s called the Pomodoro Technique.
Here’s how it works:
- Work in 25-minute blocks, giving your full attention to the task at hand.
- Take a 5-minute break.
- Repeat this cycle 4 times, then take a longer break (20 to 30 minutes).
This technique allows you to work in short, efficient bursts, so you can cold call for hours — without the headache.