Willard Says...

November 8, 2016

Song Titles that Describe the Cold Call Process

By Jillian Schwartz

Ah, the days full of phone dial tones and unanswered voicemail messages. For salespeople and brokers alike, unfortunately–after all these years–cold calling is still part of the leasing process.

Especially when starting out, finding new clients takes some creativity and a lot of patience. It’s hardly ever fun so maybe the only way to feel better is to know that we’re in this together.

We put together a list of song titles that describe (some of) the cold calling cycle so we can sympathize together or at least have some music to keep us dancin’ in our seat until we get that next bite.

Alright, here we go. The day holds much promise.

They answer! Hey, that’s a lot better than going straight to voicemail.

Okay, you’ve rehearsed your script just enough so you sound natural, give them your spiel…you heard they may be looking for new space…

Uninterested. Yes, in the early morning I love my coffee with a splash of dial tone.

Well, it’s the first call of the day and we’re off to a grand start.

Round 2…ring it up and….voicemail. Leave a message with as little desperation in your voice as possible and ask for a call back.

Alright just keep going through the prospect list. Keep the calls going.

Day in the life:

Alright, starting to sound like a broken record with the two words you’ve been saying (over and over and over) the most today…

Maybe we should attempt the “warm calling”. Tons of salespeople write about that in their blog. Yeah, that sounds good. Call up someone you have a connection with.

Not so bad. Turns out your friend from middle school who invited you to their annual summer barbecue six years ago remembers you.

Well, you got an invite to their next barbecue but that’s about it. The votes are in: a “no” from someone you know doesn’t make it any easier.

Round 16…
Mission: charm the receptionist into not telling you the person you’re looking for is “out of the office”. AGAIN.
Receptionist picks up, “Hello this is Eileen who are you looking for?”

Fingers crossed…

She put you through! Annnnnnnnd it’s their voicemail.


You hit your calling limit and are scrolling through blogs about cold calling secrets when the phone rings–you got a call back!

They’re one of the nice ones who called you to tell you they’re not interested in moving spaces.

BUT knows somebody who is!

At long last, a lead. And on that note, it’s time to go home.

Until tomorrow.