Why Calls Still Beat Everything
Forty friendly ways to make phone calls feel natural, short and productive.
A call is just a conversation. Warm, short and honest beats clever.
40 tips that really help
These ideas come from well-known prospecting books and from real-life practice. The first six calm your nerves fastest. Pick one and try it today.
Calls still win
Phone calls reach people faster and more personally than most messages. Jeb Blount makes this case in Fanatical Prospecting. A real call is still one of the strongest ways to connect.
Pick one prospect you have only written to. Plan a short, friendly call for today.
A call is a conversation
You are not performing. You are talking to a person who may be busy. A call is a conversation between two people, not a show.
Before your next call, say the sentence ‘This is a conversation with a person.’ Picture the person at their desk, with their own day.
Write a 20-second opening
A short, clear start helps you stay calm. Say who you are, why you call and what you want. A clear twenty-second opening keeps you calm and the listener curious.
Write three sentences: who you are, why you call and what you ask. Read it aloud three times and shorten it.
Smile when you dial
People hear warmth in your voice. It also calms you. A smile can be heard, so smile before you dial.
Put a small smiley sticker by your phone. Smile for three seconds before each call.
Stand up to call
Standing makes your voice stronger and clearer. Stand for your next five calls. Stand up, and your voice will stand up too.
Before your next call, stand up and place your feet apart. Keep your head level and your shoulders loose.
Have a glass of water ready
A dry mouth shakes your voice. A sip fixes it. A glass of water keeps your voice smooth.
Put a glass of water by your phone before your calls. Take a small sip before each call.
Use a friendly interrupt
Say, ‘I know I am calling out of the blue.’ People often relax when you are honest. One honest line can turn a cold call warm.
Write the line ‘I know I am calling out of the blue.’ Add it to your opening, after your name.
Give a reason to talk
Customers want to know why you are calling them in particular. Write one specific reason for each call. A specific reason answers the question ‘Why me?’
Pick three prospects to call today. For each, write one specific, true reason in a single line.
Start with their world
Open with something about them, not about you. Mention a detail you learned about the person. Open with something about their world.
Spend five minutes on one prospect’s website or posts. Write one detail you can mention in one line.
Ask for permission
‘Is now a good time?’ shows respect and often gets more attention. Use ‘Do you have a minute?’ on your next call. Ask for a minute, and you may get more.
Write ‘Do you have a minute?’ on a card. Use it after your opening on your next five calls.
Keep it under two minutes at first
Short calls feel safe and easy to agree to. Time your next call and aim for under two minutes. Keep first calls short, and people will stay on the line.
On your next call, say ‘I will keep this short.’ Set a timer for two minutes.
Speak slowly
Nerves make us rush. Slow down by about ten percent. A slightly slower voice sounds calm and sure.
Record one call, or read your opening aloud into your phone. Listen for speed, and mark where you rush.
Use simple words
Plain language is easy to follow and easy to trust. Replace one jargon word in your script. Plain words are easier to follow and easier to trust.
Read your opening aloud. Mark any word you would not say to a friend.
Ask one clear question
Questions keep the call in their hands and in yours. Write your best opening question. One clear question turns a pitch into a talk.
Write one open question that suits your ideal customer. Check that it cannot be answered with just ‘no’.
Listen more than you speak
People remember sellers who listened. Aim to talk less than half of the call. Listen more than you speak, and people remember you.
On your next call, aim to speak less than half of the time. After each question, count to two before you speak.
Take notes while you talk
Notes help you remember and show you care. Keep a pen and notepad by the phone. Take notes, and remember what people tell you.
Put a notepad and pen by your phone. On your next call, write name, date, worries and next steps.
Know your goal for each call
A goal could be a meeting, an answer or a name. Choose one. One clear goal keeps the call on track.
Before each call, write one goal on a sticky note. Keep it small, such as a meeting, a name or an answer.
Prepare in five minutes
A quick look at their website and profile helps you sound informed. Spend five minutes preparing before each call. Five minutes of preparation makes a call feel personal.
Pick one prospect. Spend five minutes on their website, profile and news.
Call at the right time
Mornings and late afternoons often work for business buyers. Test two calling times this week. Test your calling times, and use the best.
Choose two calling times to test this week. Make five calls at each, and note the answers.
Batch your calls
Call in a focused block. It builds rhythm and confidence. A focused call block builds rhythm and confidence.
Block one hour in your diary for calls tomorrow. Prepare your list and notes the day before.
Call before you feel ready
The feeling of readiness often follows the first call. Make your first call right after reading this. Start before you feel ready, and readiness will follow.
Choose one easy contact to call right after you finish this tip. Count to five, take a breath and dial.
Get used to the first "no"
Early rejection is normal. It does not mean you do badly. Noes are a normal part of the way to a yes.
Draw a tally sheet for your next call block. Mark each no as a step towards a yes.
Handle "I am busy" kindly
Say, ‘Understood. When is a better time?’ and mean it. Practise this line aloud. Answer ‘I am busy’ with respect, and ask for a better time.
Write the line ‘Understood. When would be a better time?’ Say it aloud five times, in a warm voice.
Handle "send me an email"
Ask one gentle question first, then agree and follow up. Prepare a friendly reply to ‘send me an email’. Ask one gentle question, then send a short note.
Write a friendly reply to ‘send me an email’ with one question. Practise it aloud.
Be pleasant to gatekeepers
Assistants are people. Respect gets you farther than tricks. Be pleasant to gatekeepers, and they may help you.
On your next call, ask the gatekeeper’s name. Ask for their advice on how to reach the person.
Leave short voicemails
Say your name, reason and number twice, in under 30 seconds. Write and practise a 25-second voicemail. A short, clear voicemail is far more likely to be returned.
Write a 25-second voicemail with name, reason and number twice. Practise it aloud, and time it.
Follow a voicemail with an email
A short note reinforces your message. Send one email after each voicemail. Follow a voicemail with a short email.
After your next voicemail, write a three-line email. Mention the voicemail, your reason and one easy next step.
Redial at different times
Try again later in the day or week before giving up. Set a reminder for a second attempt. Try again at a different time before you give up.
Pick one prospect who did not answer. Set two reminders to call again at different times.
Use their name once
Hearing your name feels warm. Once is enough. Use their name once, and say it with warmth.
Check the spelling and the sound of your prospect’s name. Use it once at the start of your call.
Mirror their energy
If they are brisk, be brisk. If they are slow, slow down. Notice and match the pace of your next caller. Match the other person’s pace, and rapport grows.
In your next call, listen to the first sentence for pace and tone. Adjust your pace a little to be close to theirs.
Say thank you at the end
A grateful close leaves a good feeling. End every call with a sincere thank you.
Write your closing line, such as ‘Thank you for your time, and have a good day.’ Say it with warmth on your next five calls.
Confirm the next step
Repeat what you agreed and when. Say, ‘So I will send it Tuesday.’ End each call with a clear next step and a date.
Write a closing line: ‘So I will do X by Y, and we will speak on Z. Does that work?’ Use it at the end of your next call.
Log every call
Short notes make your next call stronger. Write one line after each call. A one-line log makes every next call stronger.
Open a sheet with columns: date, person, what happened and next step. After each call, write one line.
Review your best call
Study what you did when it went well. Note three things you did on your best call. Study your best call, and repeat what worked.
Choose your best call this week. Write three things you did that helped.
Learn from a bad call
One bad call teaches more than ten easy ones. Write one lesson from your hardest call. A bad call is a teacher, so learn from it kindly.
After your next hard call, take a two-minute break. Write three lines: what happened, what I felt, what I will change.
Practise with a friend
Role-play gives you a safe place to improve. Do a five-minute practice call with a friend. Practise with a friend before you call a stranger.
Ask a friend or colleague for a five-minute practice call. Play a call with your opening, and one tough reply.
Count your calls
What you measure improves. Count calls and conversations. Count your calls, and you will see where to improve.
Make a simple tally sheet with calls, conversations and next steps. Fill it in after each call block.
Celebrate every ten calls
Reward effort, not just results. Choose a small treat for 10 calls. Celebrate every ten calls, and keep going.
Choose a small treat for every ten calls. Write it on your tally sheet.
Make calling a daily habit
Small daily action builds big skill. Put a call block on your calendar every day. A small daily habit builds a big skill.
Add a daily call block to your calendar, even if only for fifteen minutes. Prepare your list the day before.
Pick up the phone now
The next best step is a call. Dial one person today. Pick up the phone now, and make one call.
Choose one person on your list. Write your opening, stand and smile.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Hi, it is Sam from Bright Tools. Do you have a quick minute?”
“I know I am calling out of the blue.”
“I am calling because other shops like yours have struggled with this.”
“Would a short chat on Thursday work?”
“If it is not a good time, just say so.”
“Thank you for your time today.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write your 20-second opening
Call one friendly contact
Make five short calls
Leave one good voicemail
Book one meeting
Review what worked
Make ten calls in one hour
Further reading
- Fanatical Prospecting (Jeb Blount)
- Cold Calling Techniques (Stephan Schiffman)
- The Little Red Book of Selling (Jeffrey Gitomer)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Make the First Contact Count”
Keep going. Small steps every day make a big change.
Next: Your 20-Second Opening →
- Why Calls Still Beat Everything
- Your 20-Second Opening
- The Friendly Interrupt
- Open With a Reason, Not a Pitch
- Get Past the Gatekeeper Kindly
- Leave a Voicemail People Return
- What to Do When They Say "Not Interested"
- Subject Lines People Open
- The Three-Sentence Email
- Personalise in One Line
- Make One Clear Ask
- Follow-Up Emails That Do Not Annoy
- The Friendly Breakup Email
- Fix the Mistakes That Land You in Spam
- A LinkedIn Profile That Attracts Buyers
- Connect With a Note, Not a Pitch
- Comment Your Way Into a Conversation
- Share Posts That Show Expertise
- Slide Into Messages Politely
- Turn a Like Into a Call
- Social Selling in 15 Minutes a Day
- Walk Into a Business With Confidence
- Your 10-Second First Impression
- Handshakes, Smiles and Eye Contact
- Start a Chat at an Event
- Hand Out Cards the Natural Way
- Read the Room Before You Speak
- Leave Something Memorable Behind
- Ask for a Meeting Without Begging
- The 15-Minute Offer
- Propose Two Time Options
- Confirm Meetings So They Show Up
- Reduce No-Shows Politely
- Rescue a Stalled Conversation
- I Am Busy: What to Say
- Just Send Me Information
- We Already Have a Supplier
- Send Me an Email
- Call Me Next Quarter
- Stay Friendly and Stay in Touch
