Cold calling stinks…but it works. Ask any seasoned sales professional and they’ll back me on this.
I spent my entire career trying to prove cold calling, or prospecting, didn’t work, convinced each day that I took on this distasteful activity I was wasting my time. Some days it amounted to nothing. On those days I felt vindicated for thinking my sales manager was a real tool for making me do it.
The other days, however, when I landed the big accounts as a result of my cold calling, I learned the bittersweet truth that cold calling stinks, but it works.
I Googled sales songs. There are plenty of playlists to get you pumped up at a sales meeting and plenty to help you go get ‘em at the Trade Show. I noticed, however, that there is a real void as it pertains to playlists to pick you up after enduring repeated and sometimes hateful rejection while cold calling.
Consider this void filled. Here is a 30-minute playlist with not a single song from this century that can take you from depressed to deliriously optimistic after suffering the indignities of cold calling.
We’re Not Gonna Take It:
Been dismissed by rude gatekeepers, hung up on, sworn at, and escorted from the building? We’re Not Gonna Take It will restore your self-esteem. Bonus points for anybody who turns around and shakes his or her fist at security singing the chorus like Dee Snider in the video.
I mean cold calling can really make for a tough day:
Okay, maybe not that tough. Yeesh.
Mr. Blue Sky:
Constant rejection can create a negative attitude in the most positive sales professional. This song is the perfect antidote for what Tony Robbins calls Stinkin’ Thinkin.’ Mr. Blue Sky will cheer you up with its pure awesomeness. In fact, I assert that this song is almost as awesome as their hairstyles.
Man in Motion:
For a song that will make your braver, and stronger than a 1980s heartthrob in a mediocre Breakfast Club for twenty-somethings movie, look no further than Man In Motion from the St. Elmo’s Fire soundtrack. The movie was cheesy, and so is the song, I guess, but I always feel like I can sell ice to Eskimos after I listen to it. With lyrics like, “Just once in his life, a man has his time. And that time is now that I’m comin’ alive!”, be sure your windows are rolled up because you are bound to embarrass yourself otherwise singing along to it.
Proud Mary, Ike and Tina Turner:
Listen, cold calling is tough. Who can deny that Tina has survived a lot? She’s tough. Considering what she rose above, surely a few hang ups and door slams pale in comparison. Proud Mary empowers us all to take care of business while oozing fierce determination and confidence.
Author’s Note: My kids took a video of me dancing to this in my office while I was writing this post. They are still laughing about it. I don’t care because they don’t know how to post on Facebook yet!
I don’t ordinarily cotton to country music, but nobody can deny that this hit by Kenny Rogers teaches us all about negotiation and the art of closing gracefully with the sage wisdom, “You got to know when to hold ‘em, know when to fold ‘em.” After all if you did happen to get the sale, you never count your commission while you are still sitting at the table in the new client’s office. There’ll be time enough for countin’ on your phone in the parking lot!
Eye of the Tiger:
If ever there was a song that could make you believe you had sales superpowers, it’s this one. Back in high school, I once listened to Eye of the Tiger 18 times in a row before a big swim race and then swam a full 3 seconds faster than I ever had. For those of you that didn’t ever swim competitively that’s a lot! But if you don’t believe me, believe him:
He pities the fool who doesn’t listen to the song after a hard day of cold calling.
La Copa De la Vide (Cup of Life):
I don’t know where you were in 1998 for the World Cup, but I was pounding out a living with a poorly rated radio station in Kansas City. My paycheck was 100% commission, and my client list was the yellow pages, which is a recipe for starvation if you don’t figure out how to prospect. For you millennial-types, the Yellow Pages was an actual paper book that listed businesses by their type with their landline phone numbers (No, really). This song made sure I didn’t starve. My cup of Ramen noodles runneth over thanks to Ricky Martin’s incredibly motivating song.
Ricky: Do you really want it?
Me: (thinking of dinner) Yeah!
Ricky: Do you really want it? Here we go. Go! Go! Go!
Me: Ale! Ale! Ale!
I took music appreciation in college. I don’t remember my professor’s name, but he said something that has stayed with me to this day:
Miss Ince, is it really necessary to arrive five minutes after class starts every day?”
Just kidding. He did say that, but that isn’t the one I was talking about just now. He said that music comes the closest to expressing the inexpressible. Now, of course, he was talking about classical music, not classic rock, but I think the concept applies either way.
So when you need to express your frustration with a rough cold calling day, then pick yourself up, dust off your Nine West pumps, pick up the scattered sales accouterment strewn across the pavement after getting tossed from yet another office building for “soliciting,” by some overzealous ex con, and play this playlist as loud as you can stand it—while you find another office park to conquer.
What songs would you add to the playlist? I’d love to hear your suggestions in the comments.
Terri Lively is a career marketing professional that has unique experience in the areas of messaging and client relations. Terri helps her clients break through the clutter by injecting a bit of humor into the business world. For the past 15 years, she helps her clients create marketing materials that effectively communicate their message and get results, across all types of media. More about Terri can be discovered at www.terrilively.com.or email me at firstname.lastname@example.org.
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