Mastering Cold Calls for Shear Sales & Sharpening

Cold calling is an essential skill in the sharpening business. If you’re just starting out or expanding your route, knowing what to expect and how to approach salons is key. Many sharpeners get discouraged when they don’t see immediate success, but the reality is that a solid sales rate is around 25%. If you’re closing fewer than one in four businesses, it’s time to adjust your approach.

Step 1: The Right Mindset

Cold calling isn’t about making a sale on the spot—it’s about building relationships. Many salons already have a sharpener, but that doesn’t mean they’ll never switch. The goal is to position yourself as the best option when they’re ready for a change.

Step 2: Crafting Your Introduction

When walking into a salon, don’t lead with a sales pitch. Instead, introduce yourself naturally:

"Hi, I’m [Your Name], and I’m a shear distributor and sharpener. I’m starting a route in this area and just wanted to introduce myself. Who usually takes care of your shears?"

This approach opens the door for conversation rather than an immediate ‘no.’

Step 3: Building Trust

• Respect their loyalty. If they have a sharpener they like, acknowledge that. Say something like, “That’s great! It’s important to have someone you trust.”
• Offer value upfront. A quick shear tension check, a free sample of oil, or even a simple sharpening tip builds goodwill.
• Leave something behind. A business card, flyer, or even a small gift keeps you top of mind.

Step 4: Handling Rejection

Not every salon will say yes, and that’s okay. Instead of getting discouraged, make a note to follow up in a few months. Keep it light:

"I’ll check back in a few months. If you ever need a second opinion on your shears, I’d be happy to help!"

Step 5: Playing Nice with Other Sharpeners

One of the biggest mistakes new sharpeners make is talking negatively about competitors. This will only make you look unprofessional. Instead, focus on what makes your service different—maybe you specialize in high-end convex shears or offer a faster turnaround time. Salons will switch when their current sharpener lets them down.

Final Thoughts

If you’re only closing 10% of your calls, don’t get discouraged—just refine your approach. The more comfortable you get with these conversations, the more natural they’ll become. Keep building relationships, and your numbers will improve.

For more tips, check out my latest YouTube video where I go over this in detail, including a real phone call conversation about cold calling struggles.