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Putting More of Your "Self" into Your Cold Calls
By Mark Sanford, PhD

To disclose more of your inner-self in cold calls is almost always based on a lack of confidence in your own value.

Only feedback from the real world that corrects this mistaken belief will give you the self-acceptance that will encourage more such self-expression. So why not try it?

At first blush, cold calling a perfect stranger might seem very anonymous and quite unfriendly. But, you can easily "warm-up" your cold calling sessions by putting more of your personality, and your natural, everyday self into the exchange. Injecting more of your own, unique energy and style into a cold call can make your telemarketing efforts much more profitable.

In the past, I found that I had a tendency to keep my own cold calling too tightly focused and limited to only the topics at hand. I avoided getting involved in too much chit-chat and stayed only in areas that I felt competent to discuss. I've since learned that the long-term problem with this approach is that it was boring-- and boredom can result in burn out!

But, if you are willing to disclose a little of your true self in these telemarketing communications, you can make these calls fun and even interesting. As a result, you'll tend to end calls less quickly and have a better chance to meet your cold calling objectives.

As is so often the case in other forms of communication, the reluctance (such as fear of public speaking, writer

(c) 1999 Sanford Associates


Mark Sanford, of Sanford Associates, is a business development coach and trainer with 30+ years of business experience. More free articles and training materials on cold calling. Mark can be reached at 925.253.0646.

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