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If you thought cold calling was dead, think again. Connecting with your prospects via the phone can be one of the most profitable endeavors in your entrepreneurial life. You may already know that statistically, the most financially successful people in the world earn their money through sales, and phone sales, while not as common as a couple of decades ago, are still an opportunity to spread the good word of your company and/or sell a product.
The Power of Cold Calling in the Modern Business World
Some might argue that cold calling has lost its effectiveness. With email marketing, social media campaigns, and other digital marketing strategies dominating the landscape, it’s easy to assume that picking up the phone to connect with potential customers is a thing of the past. This couldn’t be further from the truth.
Cold calling offers a unique and personalized approach to sales that no other marketing method can replicate. When done right, it allows you to engage with your prospects directly, build rapport, and address their specific needs and pain points. While it may require more effort and practice, the rewards can be substantial.
Cold calling also allows you to gather instant feedback and valuable insights from your prospects. Through these conversations, you can gain a deeper understanding of your target audience, refine your sales pitch, and make data-driven decisions to improve your overall sales strategy.
The path to success in cold calling lies in relentless practice and continuous improvement. It is never too late to embark on this journey. In fact, I have 18 tips to share with you that will pave the way to triumph in cold calling. While some of these techniques may demand practice to master, the rewards they offer are truly worth the effort.
1. Hydrate
Cold calling and sales outreach can sometimes be mentally and vocally demanding, especially when calls are frequent or extended. Whether you’re selling through cold calls or live broadcasting, it’s important to stay hydrated so you don’t feel frazzled and exhausted. Humans naturally require water. According to the National Institutes of Health, dehydration can lead to a host of health problems, including headache, fatigue, dizziness, irregular heartbeat, seizures, and even death. In fact, inadequate hydration is one of the leading causes of workplace injury. While you may be tempted to skip hydration when on the phone because you’re constantly on your feet, doing so could end up costing you in more ways than one. You’ll need to hydrate if you hope to achieve success in your phone sales endeavors. By drinking water, you are not only refreshing yourself physically and mentally, but you are also performing an act that, with time, can become a trigger for becoming a better salesperson. We think that water is your best bet when it comes to hydrating, though if you prefer, you may wish to drink tea, milk, or another beverage. If you find it hard to drink water, you may wish to add something such as lemon or even a bit of stevia, but don’t go overboard. You could also try a protein powder. The taste may not be palatable at first, though many mention that it is an acquired taste.
2. Make a List
Making a call is an important part of any interaction, and it can be difficult to get started if you don’t have a plan. The key to making any phone call successfully is to create a list beforehand so that you know what you’re going to do and who you need to talk to. The process of creating the list will help take your focus off of the situation at hand and give you little room for error. Cold calling can be nerve-wracking, but it can also be very beneficial if you prepare for the call. You’ll have a better chance of landing the deal that you desire. Everyone has their own tricks for making a list before calling someone, but what works best for you may not work as well for another person. Ultimately, the key to successful telemarketing is to make a good impression on the customer and come up with enough lead information so they can decide if now or in the future is the right time to call you back. When it comes to making sales calls, knowing what questions to ask and preparing in advance will help you succeed. Write down the important points of the upcoming conversation. Perhaps you’ll be contacting a client who has expressed interest in a product of yours, or this could be an initial call to someone you’ve never met in person. You could use whatever system you like in terms of notes. Some may prefer to quickly jot down the main points, and you may even decide that you will add something just after the conversation starts. If that’s the case, that’s okay. But it is important to have at least something written down so you don’t get lost or derailed when starting the conversation. Make sure to research your prospect extensively but avoid overwhelming yourself in the process.
3. Hum
Did you know that humming can improve your tone of voice? Humming exercises the vocal cords and helps make them stronger. This will help improve your voice projection and cause less strain on your vocal folds when you speak or sing. Try humming for a few minutes every day and see how it changes the quality of your vocals! Humming can help warm up your vocal cords, which will in turn result in a smoother sound. It can also tone down the volume of your speech so that you can be heard more clearly. Just hum to your heart’s delight, and know that with each hum, you are doing something to improve your voice, which will make it sound better when talking to your client. Humming can have a positive impact on the brain by boosting levels of serotonin, dopamine, oxytocin, endorphins, and prolactin.
4. Close Your Eyes
At this point, you’re going to shut your eyes for several minutes and imagine the phone call that is several minutes away. Your goal is to calm yourself down and assure your mind that you are capable of this conversation. If you like, you may even wish to make it a sort of mini meditation session in which you close your eyes and imagine. So close your eyes and tell yourself how wonderful things will go in a few minutes as soon as you start talking. In selling, closing your eyes and imagining is a must for any successful salesperson. It is often said that a salesperson must close his eyes and imagine what the customer wants in order to make the sale. This advice might seem like common sense, but it can be hard to do when you are nervous or skeptical. Closing your eyes and imagining how great it will feel to buy something can help take the intimidation out of sales situations. Salespeople often worry about everything from their product to the customer. However, closing your eyes and imagining success can help shift your focus and move you closer to achieving your goals. It can also provide you with the willpower to start. The power of visualization has been proven by world-renowned experts to help improve performance in many areas of life, from athletics to business. In fact, Malcolm Gladwell even wrote an article on the power of conviction backed by years of research. Making use of visualization techniques can be one key factor that separates amateur salespeople from those who are true professionals.
5. Smile
Smiling can help salespeople increase their success rate. It makes them more likable and induces trust, both of which are key elements in building a successful customer relationship. Employees who smile when they talk to customers are perceived as being friendlier, putting the customer at ease and making it easier for him or her to buy what you’re selling. Studies have shown that happy customers spend an average of 27% more on a product or service than unhappy ones. Smiling on the phone is the secret to having a positive attitude and thriving in sales. When you adopt a smile as your default mode of expression, it triggers the release of oxytocin, which is associated with warmth and trust. It also encourages cooperation because people seem more likely to help someone they like. In other words, when you put out positive vibes, good things will happen—including more sales! Smiling can take you a long way in your efforts to be a consummate phone salesperson. You could do this during the conversation, and you’ll be surprised how noticeable it is for the other person on the other end. Smiling releases endorphins, the pleasure chemicals. Doing this will help to motivate you. Smile as a way to pick up your mood, though this is best before the conversation, as excessive smiling during the call can potentially turn off your client.
6. Use Humor (If Appropriate)
Humor is one of the most underrated tools in a leader’s toolbox. It can calm and facilitate tense situations, build team morale, and inspire creativity. Humor also tends to be more believable than sincerity when trying to get someone to do something they may not want to do. In other words, humor works better than sincerity every time. Humor indeed can be a powerful tool. According to a study by Syncwire, humor helps salespeople close more deals. There’s a reason why humor is often used in sales pitches. From making customers laugh to breaking the ice, injecting a little humor into your conversations can go a long way. Using humor can make your business more memorable, and when done correctly, it can set the tone for an enjoyable and productive conversation. Use humor sparingly. It’s best to use the type of jokes or sayings that your client will find funny, as opposed to being offended by them. To do this, it’s helpful if you know your client’s persona before the conversation. If you do not, then simply inject a joke in parts of the conversation where you feel it’s appropriate, and wait for a reaction. If something tells you that your client is not receptive to such humor, then stop immediately. It’s best to talk on a more serious level with a client if you feel that you’re going nowhere with your efforts at humor.
7. Listen
As business owners, it’s essential to be able to listen well. Listening is not only important in phone sales but also when speaking with customers or clients. Essentially, listening allows you to understand the customer’s needs and incorporate that information into your conversation. It also allows you to build rapport and trust, two key ingredients for a successful sales relationship. If you are like most people, when you make a phone call there is always something bouncing around in your head. How could he say that?… But if you really pay attention to the person on the other end of the line, they will tell you exactly what they need and want. Listening skills are essential for any successful negotiation, so learn how to listen effectively for clues about what might be best for both parties. You will want to pay attention to each and every word of your client while making sure that you don’t lose any main thoughts or ideas. If it is difficult to prevent your mind from wandering during the conversation, remind yourself that it is just your mind trying to distract you. Your thoughts do not make who you are. Whenever we get a thought, we can either dismiss it or accept it as a reality. As a salesperson, a positive attitude is needed at every step of the way, so if you find that you are falling a bit by the wayside, just pick yourself back up and don’t think too much of it.
8. Exude Confidence
Projecting confidence is tantamount to telling the person you’re with that you are confident that whatever you’re selling is the deal. Let them know that you are a good salesperson without, of course, telling them that. All you do is act as if you know that your product will make a difference in their lives. There is always a risk of appearing too confident. It is in those instances that the prospect may begin to second-guess your offer. Don’t reach that point. Just simply be you, and your pitch will seem less forced and more natural. Confidence is a big game-changer for a salesperson, and if you practice consistently how to be confident, in time you won’t even think about it and can summon the will to be confident at a moment’s notice. This will change your life greatly, and not only in sales.
9. Meet the Prospect at Their Pain Points
When you meet the prospect, you’ll want to go over their pain points. What is it that is hurting them? Do you have something that can offer a viable solution to their issues? Tell them about it. Mention all of the qualities of your product or service and how it can help enhance their life. Prospects do not want to hear about how good your product is. Rather, they want to know how it can help them achieve their goals or correct a problem. Before you meet with your prospect, make a list of some of your prospect’s potential pain points and bring these up during the conversation. You’ll be more likely to offer solutions for consideration. Otherwise, you’ll just be having a conversation in which you’re mentioning how great your product is, yet the prospect is not really hearing because every other salesperson has done the same. Be different, be you, and thrive.
10. Be Thorough but Succinct
You do not want to spend too much time with your prospect. Time is of the essence, and if you’re at a meeting with your prospect, then most likely they’ve got other things on their mind. Make their life easier by explaining what it is that you do and how you can help them, and stop whenever they interrupt the conversation. Never interrupt them. Of course, you’ll want to put your phone on silence. There is nothing more rude than a salesperson getting a phone call during an important meeting. Your prospect will be left wondering whether you care about helping them solve their problems or if you’re just interested in making sales. You can start the meeting with small talk, but there comes a certain point when you will need to get down to the nitty-gritty. Make your sentences short and light, yet packed with the information that you need to present, and your prospect will appreciate you not having wasted their time.
11. Offer Something of Value at No Cost
An old-time trick from the days of door-to-door selling was leaving a little gift or two for prospects. Yes, this seems a bit like a bribe, but it’s not a bribe and it works. Before you meet with the prospect, you will have determined enough of their personality and the type of person they are to choose an appropriate gift. The reality is that you are not resorting to nefarious means to gain a client by offering something that they may or may not like. Rather, your gift should be a sample of what you have to offer. If you offer services, then you could provide, for instance, a sample lesson or Skype meeting. The bottom line is that you’re establishing rapport with your prospect. At the same time, they are gauging your truthfulness as far as what you say you have to offer and what it does. Ideally, you’ll want your free offer to be something related to what you’re selling. For example, it could be a baseball glove if you’re selling tickets to a game, or a fancy writing pen if you’re selling notebooks. Be creative, and let the prospect know that you care for them and are willing to help make their life easier.
12. Be Polite
At times a prospect will buy simply because they are in tune with their salesperson and just like the person. In order to appear more likable, you should smile, shake hands, and have good posture during the meeting with your prospect. There’s no need to jump right away into the sales conversation, depending, of course, on your prospect. If you have determined beforehand that your prospect is the type that is willing to listen a lot, then you may wish to adjust your presentation so that you cover more points. If, however, you’ve determined, whether through previous conversations or at the moment, that the prospect prefers fewer words, then plan the presentation accordingly. You want to be on the same level as your prospect, and politeness will automatically give you the camaraderie you need in order to start the sales conversation.
13. Practice Beforehand
Practice makes perfect! Sounds cliché, but it is true. The best athletes, writers, influencers—all got to their position with practice. Yes, luck does play a factor, but luck is more the confluence of good preparation and opportunity. Opportunities come to us all the time, yet we do not always realize it. We all have the chance to improve ourselves or excel in the area that we wish, but it does take years of honing a skill. Do not give up easily. Tell yourself that you’re setting the foundation for a beautiful future because you’re teaching yourself a skill that is the envy of many. Imagine yourself being successful and enjoying the fruits of your labor. You can practice on your own, or you can work with another person or family member. Video can also be great for practicing. Film yourself talking in front of a camera. Don’t be too harsh on yourself. Even the best communicators can struggle with having confidence in their abilities. Time will allow you to get better, and there will come a point when you will thank yourself for having started practicing.
14. Know When to Stop
We can all go overboard from time to time, and this is not a tragedy, though at times we can turn off our prospect. Knowing when to stop means telling yourself at a meeting that you probably went over all the points you needed to, yet the prospect is not interested—or perhaps they are, but have something on their mind. Your job is to sell and to make the prospect’s life easier by helping them understand your product or offer. However, there can be times when we will push ourselves a bit too much, and this can be off-putting. Ask your prospect several times during the conversation whether they have any questions. This will allow you to gauge their interest and give you an idea as to whether or not you’d like to continue pursuing the conversation.
15. Follow Up
After you’ve met with your prospect, you’ll then ask them if they have any questions. This may not be your final meeting, however. Call your prospect on the phone and let them know that you enjoyed meeting with them, and that you’ll always be available for any questions. Ask them whether there were any points that were not clear to them, and mention that you can repeat whatever subjects you covered in the meeting. Following up shows that you care for your prospect and that you’re willing to bend over backward to assist them. There are times when a prospect will not answer your phone call or text. If that is the case, then you will have to adjust your approach a bit, but always maintain a sense of professionalism and friendliness, and never turn your prospect off by calling and leaving dozens of messages if they don’t answer. In those cases, you may wish to consider that the prospect is no longer interested. At that point, you can concentrate on pitching people who are more receptive to your product or ideas.
16. Practice Good Posture
Good posture is essential when you’re at a meeting trying to sell someone. Good posture conveys confidence, attentiveness, and professionalism. When on the phone, posture affects your tone of voice, breathing, and energy levels. Sitting or standing up straight allows you to project your voice clearly and helps you remain focused. Practice maintaining proper posture during every interaction, whether in person or on the phone, as it will help you appear more confident and in control.
17. Vary Your Approach
Following a rigid script can sometimes hinder the natural flow of a conversation. Be prepared to adjust your pitch depending on the prospect’s personality, mood, and level of interest. Flexibility allows you to respond naturally to objections, incorporate humor appropriately, and connect more authentically. Varying your approach ensures that the conversation feels genuine and that your prospect feels understood.
18. Keep It Concise and Focused
Wordiness can quickly lose a prospect’s attention. Stick to clear, concise sentences, and focus on the most relevant points. Avoid overexplaining or repeating yourself, as this can be counterproductive. The goal is to provide enough information for the prospect to make a decision without overwhelming them. Do this and practice consistently—and in time you’ll be able to engage effortlessly, building trust and closing more deals.
Summing It Up
Cold calling helps you grow—not just in affiliate marketing but in all areas of sales and business. The more you practice these techniques, the better your skills will become. Remember to stay hydrated, be prepared, listen attentively, maintain confidence, vary your approach, and always follow up. Mastery comes with consistency, attention to detail, and persistence.
For tips on how to avoid filler words and speak more clearly, check out our guide on how to stop filler words.
Last Updated on January 2, 2026
by Daniel Zohar
I’m an entrepreneur and digital marketing enthusiast who loves helping people grow—not just in affiliate marketing, but in all areas of online business. I enjoy showing others how to build a strong brand, create meaningful content, and use tools that make work easier. Over the years, I’ve learned what truly works in digital marketing, from creating websites that convert to building an engaged audience through email and social media. After more than ten years in the field, I’ve gathered plenty of lessons I enjoy sharing through my writing and talks. I use my own experiences to help others reach their goals and build something lasting. Besides running my business, I’m a fiction writer in the speculative genre, with dozens of short stories published in various magazines and anthologies. For eighteen years, I was a Top 10% Reviewer at Zoetrope, an online venue for creatives, where I helped members strengthen their writing. When I’m not working as a writer or marketer, you’ll probably find me cooking, reading, or watching a good baseball game. I live in New York City, where I was born and raised.