Thursday, June 7, 2012

How Top Agents Handle Rejection in Cold Calling

business man with raised hand symbol
Prospecting and Cold Calling requires focus and practice.

In commercial real estate agency the rejection process in cold calling is just like all other sales related industries.  Here are some tips from our Newsletter for Commercial Agents.

You make the calls and yet most people want to push you away.  After a while (only a few hours in most cases) you feel that no one wants to talk to you and that the process is a waste of your time.  Within a couple of days you want to move on to something else as a contact process.

Most salespeople will do just about anything else in their diary to avoid the call prospecting process.  If you can reverse this problem and develop a new attitude to prospecting, then you have the key to creating a solid market share of new clients and better listings over time.

Have no fear; rejection happens as part of the call process and largely because you have not created the right mindset to handle the matter.  You should be making cold calls for one reason only and that is to find out if the person has a need or an interest.  If they do not want to talk to you, then that is fine; you move on to the next person.

There are lots of people to talk to every day such as:

  • Tenants
  • Business Owners
  • Landlords
  • Shop owners
  • Property Developers
  • Solicitors and Accountants
  • Property Investors
  • Property owners

They all have different relationships to commercial property, but many of them are very active in one form or another.  You just need to tap into that.

It’s a Prospecting Game!

When you look at the prospecting process, view it as a game and you are the ‘captain’ of the team.  Every day you go out onto the pitch or oval to rally the team and start the game.  The ball goes ‘to and fro’ and sometimes you will score, and at other times you will miss.  The game that you play is played to rules.  Prospecting is like that.

In sport you have to build your muscles and develop stamina to go the full game.  The physically stronger that you are as a person, the easier it will be for you to get the results for you and the team.  Prospecting is like that.

How to Improve your Cold Calling?

There is an old saying in life that ‘practice makes perfect’; it applies in prospecting for new business as well.  When you practice you will find that the skills come together and the conversions (goals) get more frequent.

Rejection is not about you; it’s about them, so accept that they do not want to talk to you today and simply move on.  It’s quite simple really.  Over a few days or a few weeks you will refine the process and it will get easier for you.  Soon you will be developing some exceptional dialogue and even more meetings will occur.  You hold the key to the process.

Need more tips in Commercial Real Estate Agency or prospecting?  Get our Newsletter right here.