Last updated on February 27th, 2025 at 01:22 am
Jerry Seinfeld once quipped,
“According to most studies, people’s number one fear is public speaking.
Number two is death.
Death is number two.
Does that sound right?
This means to the average person, if you go to a funeral, you’re better off in the casket than doing the eulogy.”
He’s right about one thing.
Public speaking terrifies most people — and what form of “public speaking” is more terrifying or unnerving than cold calling?
Nothing we can think of.
But you’ll be inspired by the examples of 10 real-life cold calls below.
We’ve also included tons of tips after each example to break down what we think the salesperson did best.
If you’re looking for a crash course on cold calling… then this is it.
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Example 1
The first few examples come from a real estate agent who’s cold calling to try and build relationships, increase rapport, and get the attention of both buyers and sellers.
Tip 1. Use Inflection
Listen to this guy’s voice.
He talks with a lot of inflection — varying his tone of voice and the way he says things.
That’s because how you say something is just as important as what you’re saying.
A change in inflection can make a huge difference in whether or not you sound interested, sincere, and trustworthy.
It also helps keep the person you’re talking to engaged.
Tip 2. Stay Normal When it Gets Weird
You’re talking to a stranger.
It’s likely that, at some point, the person is going to push back and things are going to get a bit weird (as they do on this call).
But notice how the salesperson doesn’t lose his wits.
He just acknowledges their concern and then tries to continue the conversation.
The more normal you sound, the more likely it is that the person will trust you and listen to what you have to say.
Tip 3. End on a Good Note
This call didn’t go very well.
Still, the salesperson was unfazed and ended the call on a good note — the prospect even seemed in a better mood at the end of the call.
Even if the call didn’t go exactly as planned, it’s important to end on a good note.
This will leave the door open for future contact and make it more likely that the person will be receptive to your next call.
Plus, it’ll help build rapport and make them more likely to do business with you in the future.
Example 2
This next call is from the same salesperson.
But it goes much better this time.
The call lasts almost five minutes and he clearly built a new relationship with the person on the other end of the phone.
Tip 4. Mirror & Match the Prospect
You’ve probably heard of the concept of “mirroring and matching.”
It’s when you mirror the other person’s body language, tone of voice, and energy.
The idea is that it makes the other person feel more comfortable with you and creates a connection between you.
It’s also been shown to increase compliance and make people more likely to say yes to your requests.
So, if you want to increase your chances of success on a call, try mirroring and matching the other person (as this person does with each of his calls).
Tip 5. Make Optimistic Assumptions
The way you think about the person you’re talking to can have a big impact on the outcome of the call.
If you make negative assumptions, you’re more likely to act in a way that confirms those assumptions.
On the other hand, if you make optimistic assumptions, you’re more likely to act in a way that makes the person more likely to say yes.
For example, on this call, the salesperson assumes that the prospect wants to sell their house and asks them directly if that’s the case.
They say “No”, but that’s okay.
Now he knows.
Tip 6. Find Common Ground
Notice how the salesperson finds common ground with the prospect?
One of the best ways to build rapport with someone is to find common ground.
It could be something as simple as having gone to the same school, being from the same town, or knowing somebody in common.
Or it could be something more significant, like having kids the same age or going through a similar life experience.
When cold calling, the key is to find something that you can connect with the other person on.
It’ll make them more likely to trust you and be receptive to what you have to say.
Example 3
This call doesn’t go to well… but it’s a good example of how patient you should remain when cold calling and why it’s important to show gratitude, affirm the person, and just focus on having a good conversation.
Tip 7. Be Patient
Patience is a virtue, especially when it comes to cold calling.
Not only are you going to get a lot of no’s (or people who just hang up on you)… you’re also going to get people who don’t speak perfect english or who get a little confused by what you’re trying to say.
Be patient.
Don’t get frustrated.
And keep the conversation going as long as possible — longer conversations typically get better results.
Tip 8. Focus on Having a Good Conversation
Notice how this salesperson asks a lot of questions and tries to get the prospect talking?
He’s not in a hurry.
He’s just trying to create a conversation and see where it goes.
Focus on building rapport, finding common ground, and making a connection.
If you can do that, the rest will take care of itself.
Example 4
This is another example of a cold call that ends without an appointment.
But it’s worth watching because the salesperson does a good job of trying to recapture attention before he gets hung up on.
Tip 9. Remain Assertive
The salesperson in this call is assertive without being pushy.
He’s not afraid to ask for what he wants, but he does it in a way that’s respectful and polite.
You need to find the balance between being assertive and being too pushy.
If you’re too pushy, you’ll turn the prospect off.
But if you’re not assertive enough, you’ll never get what you want.
Find that balance and you’ll be more successful on your calls.
Tip 10. Don’t Get Flustered
No matter what the prospect says or does — and sometimes they’ll surprise you — stay calm and collected.
If you can do that, you’ll be in a much better position to close the sale.
If you ever do get flustered on a call, just take a step back, take a deep breath, and try to reset the conversation.
It’s not always easy, but it’s important to stay calm if you want to be successful on your calls.
Tip 11. Follow Up
This is one of the most important tips on this list.
Because no matter how much you cold call — or how good you are at it — virtually all sales are going to happen during the follow-up process… not during the first call.
You can follow up by email, by phone, or in person.
But however you do it, make sure you’re following up with your prospects a few weeks or months after every call.
Example 5
This is the last cold call from this salesperson.
And it happens to be one of the best.
He does a great job of engaging the prospect in conversation and finding common ground.
Tip 12. Build Relationships
The best salespeople build relationships with their prospects.
They don’t just view them as potential customers, they see them as human beings.
And that makes all the difference in the world.
When you’re trying to sell someone on something, it’s a lot easier to do if you have a relationship with them.
People do business with people they know, like, and trust.
So if you can build relationships with your prospects — as the salesperson here does — you’ll be in a much better position to follow up and close sales.
Example 6
Want to see a legend sell?
Here’s Grant Cardone on a live sales call.
Of course, he starts with rapport (because he’s already well-known) and so that gives him a big advantage.
But still, take note of the way he talks, the confidence he has, and the natural humor he injects into the conversation.
Tip 13. Be Yourself
See how natural this call seems for Grant Cardone?
The best salespeople are always themselves on calls.
They’re not trying to be someone they’re not.
And that comes through in their voice and their demeanor.
Be yourself when you’re cold calling.
It’ll make it easier for you to build rapport, have natural conversations, and close sales.
Tip 14. Try to Have Fun
You can tell that Grant Cardone is genuinely enjoying himself on this call.
And that makes all the difference in the world.
The best salespeople are always trying to have fun on their calls.
Because if they’re not, they’ll never make it through all the no’s — and they’ll eventually burn out.
But if you can enjoy yourself and have fun (even when you’re getting rejected), you’ll be in a much better position to succeed.
Example 7
This call is from a real estate agent — and it’s her first ever cold call attempt.
Believe it or not, she actually books an appointment!
Here it is.
Tip 15. It’s Okay to be Nervous
You’re not going to be 100% comfortable on every call.
And that’s okay.
In fact, it’s normal to be nervous when you’re cold calling (especially when you’re new to it).
But we’ve got good news.
Results don’t come to those who do everything perfectly.
Results come to those who do. Period.
You can hear on this call that she is nervous. But it doesn’t matter. Because she happened to reach the right person at the right time. And that’s a big part of the equation.
Tip 16. Ask Questions
The best salespeople are always asking questions.
They’re not just talking at their prospects.
They’re trying to learn as much as they can about them (so they can better sell to them).
And the best way to do that is to ask lots of questions.
On this call, the salesperson asks some great questions to get to know the prospect better.
And as a result, she’s better equipped to make the appointment.
Example 8
This next example comes from a salesperson at Grant Cardone’s company.
Notice how firm and confident he is, how he points out when the person doesn’t seem interested, and how he only seeks to book a future appointment with the prospect.
Tip 18. Make Big Promises
The best salespeople make big promises.
They don’t just say they can help their prospects.
They guarantee it.
On this call, the salesperson makes a lot of big and exciting promises to the prospect.
And as a result, he’s able to get the prospect to agree to meet with him at a later date.
Tip 19. Ask for Just 30 Seconds
When you’re cold calling, it’s important to be respectful of your prospect’s time.
And one of the best ways to do that is to ask for just 30 seconds of their time.
On this call, the salesperson does a great job of asking for just 30 seconds (and then getting off the call as promised).
This makes the call more productive. And it also encourages the prospect to say “Yes” because 30 seconds is so little.
Give it a try.
Tip 20. Schedule a Follow-Up Call
When you’re cold calling, it’s important to schedule a follow-up call before you get off the phone.
This does two things.
First, it gives you something to work towards.
Second, it ensures that you’ll actually speak to the prospect again (which is half the battle).
On this call, the salesperson does a great job of scheduling a follow-up call before he gets off the phone.
And remember — all sales happen during the follow-up process.
So your goal isn’t to sell on the first call anyways, it’s just to book a future appointment.
Tip 21. Ask for Commitment
Notice that the prospect still seems a little hesitant after they say they can meet later?
What does the salesperson do?
They take a little time to ask the person to commit to their appointment.
It’s one thing to schedule a future appointment.
But it’s another thing entirely to confirm their commitment to that appointment.
The best salespeople always confirm their prospect’s commitment before they get off the phone.
How?
By asking them a question like, “Are you sure you can meet then?”
Or by saying something like, “I just want to make sure that’s still going to work for you.”
Example 9
This next example is actually a set of examples.
They come from a real estate agent who is trying to find seller listing leads.
Notice how she says the same thing on every call, how she’s confident, and how her tone of voice is friendly and professional.
Tip 21. Call at the Right Time
At the beginning of the video, she mentions how important it is to cold call at the right time of day.
The best salespeople know that timing is everything.
And that’s especially true when it comes to cold calling.
You see, most people are busy in the morning. And they’re more likely to be in a rush and less likely to want to talk on the phone.
Research suggests that 4pm to 5pm is the best time of day for cold calling.
Tip 22. Know Who You’re Calling
The best salespeople do their homework before they make a call.
They know who they’re calling, what they’re calling about, and how to best position their product.
On these calls, the salesperson does a great job of knowing who she’s talking to and what she’s talking about.
Tip 23. Use Their Name
When you’re cold calling, it’s important to use the person’s name.
People love hearing their own names. It makes them feel special and appreciated. It also makes them pause because they wonder if you know them personally.
On this call, the salesperson uses the prospect’s name throughout the conversation.
And as a result, she is able to build rapport and establish a connection with the person.
Tip 24. Be Realistic
The best salespeople are realistic.
They know that they’re not going to close every deal. And they’re okay with that.
What they focus on instead is the process and the journey. They know that as long as they keep making calls, they’re doing well.
This salesperson explains that she gets about one appointment for every 20 calls.
That’s a lot of rejection!
But it’s just a part of the process. And it’s important to be realistic about that.
Example 10
Our final cold calling example comes from a B2B salesperson who’s trying to set appointments for his online marketing agency.
Check it out.
Tip 25. Get to the Point
Time is precious — your time and your prospect’s time.
So get to the point quickly and efficiently.
On this call, the salesperson does a great job of getting to the point. He doesn’t ramble on or try to beat around the bush.
And as a result, he’s able to get the information he needs and move on to the next call.
Final Thoughts
Watching all of these cold calls, you’ll start to notice similarities.
All of the callers start by using the name of the person they’ve called and confirming that they’ve got ahold of the right person.
They are then quick to introduce themselves and ask more questions.
The best are confident, articulate, and kind.
You can use the above tips and examples as a masterclass in cold calling for your own business.
And click below if you want to generate more leads online (WITHOUT cold calling)…
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