The Selling Factory

5 Beginner Tips for Cold Calling

Written by C. Blaine Trowell

Blaine Trowell is an alum of The Selling Factory. He graduated from the University of Florida with a bachelor’s degree in business administration. When not at the office, he enjoys sports, action movies, books on leadership, and living an active lifestyle.

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Photo by Yan Krukov

Although often seen in a negative light, cold calling is an essential function to improve sales for many businesses. Not many like receiving calls from someone they have never met selling them something they have never heard of. People will listen long enough to ensure it is not “important” and then get off the line as soon as possible. 

From a beginner’s perspective, being a cold caller can seem daunting. You have a list of names with their information and are expected to call them all with the hopes that 10% convert into paying clients. Additionally, there can be a fear of talking to strangers, fear of not knowing enough about the product, intimidation by the C-Suite title of the person you are trying to contact, or the greatest fear of them all: rejection.

Furthermore, cold calling is not THAT bad. You get to sell pretty cool products, talk to passionate people, and see direct results from your efforts. As a beginner, there is one thing I have come to learn: Cold calling is what you make of it. 

As a proselytizing missionary in Spain for two years, I learned a few things that paved my path to enjoying my time cold calling at The Selling Factory:

#1: First Impressions Matter

Those first couple of moments can make or break a call. I always like to sit up in my chair and smile when they answer the phone. Although they can’t see you, those little adjustments in your body language help how your voice sounds over the phone.

#2: Everyone Is Busy, Keep It Short

The decision maker you call lives a busy life and has a ton on their plate. I quickly realized this while cold calling all the people that say “just send over an email.” I always try to be respectful of this and avoid rambling on the call or taking too much time.

#3: People Are Genuinely Nice

Sometimes a cold caller can get in a rut where they feel like everyone is out to get them. What I have come to learn is that the majority of people are genuinely nice. 

#4: Treat Others How You Would Want to Be Treated

Not every decision maker will treat you how you want to be treated. I found that if I treat everyone I am on the phone with how I want to be treated, I have a fulfilling experience and see substantial results.

#5: Lead With Value

As a cold caller, the time on the phone for each call can often be short. Be cordial but lead with what you have to offer. If a decision maker says no, you still gave it all you had.

Although I am not on the cobblestone streets of Spain anymore, these five principles I learned still apply. Talking to strangers and rejection is a part of cold calling, but if you keep in mind the value you provide and connect with the decision maker on the other end of the line, I believe you can have a fulfilling experience and improve sales!

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Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

mia.semel@thesellingfactory.com

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com