My First Few Months of Cold Calling

My first few months of cold calling all felt the same.

I talked fast, barely paused, and didn’t give the person on the other end a chance to understand why I was calling. My hands got clammy, my breathing sped up, and at times I was practically hyperventilating mid‑sentence.

If you had met me in person during that time, the only way to describe it would be: a hot mess.

Realizing Something Had to Change

At some point, I stopped and asked myself: What am I doing to myself? And what am I doing to the person on the other end of the line?

At that time, I didn’t even know there was a term for them — “prospect.” I just knew something wasn’t working.

Learning the Fundamentals But Finding My Own Way

My boss gave me some great resources to learn from — books by Zig Ziglar (Secrets of Closing the Sale and Selling 101) and Jeb Blount (Fanatical Prospecting). I really got a lot out of the material; the do’s and don’ts were a great resource. I took their advice on many items, for instance multi-tasking don’t do it…one thing at a time.

Some things I just had to really learn on my own. Every few calls, I would tweak something — my tone, my wording, my pace. It became a process of trial and error until I found something that felt comfortable.

What Actually Improved My Cold Calling

Over time, a few key changes made the biggest difference.

I slowed down on purpose. I could feel how fast I was speaking, so I made a conscious effort to control my pace and breathing.

I began pausing more. Instead of rushing through everything, I gave people space to process what I was saying.

I changed my opener repeatedly. It took time, but eventually I landed on something simple and effective: “I just want to put us on your radar.” That one shift removed pressure from both sides of the conversation.

I also started listening more. When I stopped trying to sell and focused on simply introducing the company, I noticed fewer hang-ups and better interactions.

A Shift in Perspective

The moment I realized I was supposed to be a cheerleader came from my boss.

We were on a video call when he said, “Danna, I have a story for you. I was at a chamber meeting, and someone told me they had just gotten a call from you about my company. We had a great conversation.”

That stopped me cold.

I wasn’t making the sale — he was. My job was just to open the door. To introduce the company. To get people curious enough to want to know more.

And suddenly the pressure lifted. I believed in the company. I believed in the product. I believed in the people behind it.

I can introduce something I believe in. That’s not hard. That I can do.

Managing Nerves and Building Confidence

Cold calling is not easy, especially in the beginning. It requires real mental resilience.

One technique that genuinely helped me was a simple breathing exercise — place one hand on your chest and the other on your stomach. Breathe in for 4 counts, hold for 4 counts, then exhale slowly for 6 counts. That longer exhale is key — it signals your nervous system to calm down.

I would do this before picking up the phone. It didn’t eliminate the nerves completely, but it made them manageable and kept me from rushing into calls already flustered.

Preparation also helped. Having a short, clear opener made it easier to start conversations without overthinking every word. Recording and listening to my own calls allowed me to improve over time. What felt awkward at first gradually became more natural.

Handling Rejection

Not every call will go well. Some people will hang up. Some will not be interested. That’s part of the process. Over time, I learned not to take it personally. A hang-up isn’t a failure — it simply means the person wasn’t interested in that moment.

When Almost Yes Becomes Your Best Story

Not every call ends in a sale — and sometimes that’s the best outcome of all.

Early in my cold calling days, I connected with a gentleman who needed a website but was waiting for his daughter to design it. Instead of pushing, I simply asked if I could follow up in three months. He agreed.

I made detailed notes, set a calendar reminder, and called back on the exact date I promised. He remembered me immediately. His daughter still hadn’t started. He asked for three more months.

I called again right on schedule. This time, he told me he had warned his daughter — if she didn’t start working on the site, he was going to hire “the gal who keeps calling me on the dot.”

She finished the website. He never became my client. But he remembered me, respected my follow-through, and that consistency is exactly what cold calling is about. You plant seeds. Sometimes someone else waters them. And that’s okay.

Does It Get Easier?

Many professionals call it negative self-talk. My dear friend Venessa called it “the gremlins.” And honestly? They never fully go away.

Even now, I still have to tell the gremlins to shut up and remind myself — I’m really good at this.

Was I always? We’ve already established I was a hot mess. But I’m now more comfortable, and that comfort came from two things: grounding work and positive self-talk.

I also learned to set mini goals. Instead of pressuring myself to close deals, I’d aim for two, three, maybe four warm leads per call session. Getting 13 warm leads, as I mentioned in my other blog? That’s an outlier. A great one — but an outlier.

Now I actually look forward to making calls. Because whether it’s a boss or a client on the other end, I know one thing for certain — I’m going to make them look good.

And that feels pretty great.

Final Thoughts

I don’t claim to have everything figured out. But I am no longer the person who rushed through calls, out of breath, hoping each one would end quickly.

If you are in that stage right now, know that it is part of the process.

Slow down. Find what works for you. And focus on making a genuine connection.

Because in the end, cold calling isn’t about perfection — it’s about progress. Prospecting is mentally hard. But when you get that person on the line who genuinely wants to learn more about what you’re offering? That feeling is like floating on a cloud. And trust me — it’s worth every hang-up to get there.

If you’re looking for a little extra support as you find your voice, I offer one‑on‑one help. Sometimes the right guidance is all you need to step into your confidence.