You take a deep breath, then another one. You will yourself to pick up the phone, only to put it back down again … for the fifth time. At this rate, you’re never going to contact that lead!
Being afraid of calling people for the first time is such a common problem we see with clients, whether they’re new to selling or whether they’ve got loads of experience. Most of the advice people will give you about this problem is “Get over it!”
But of course this doesn’t work. To overcome this very real fear, you need to use a combination of good sales strategies and psychology. The most important thing to remember though is that the first 30 seconds are going to be the hardest — after that, it’s all downhill from there! So how do you get past that first bit?
Take the pressure off
Feeling like you’ve got to nail the sale right away is a major reason for feeling sick to your stomach at the thought of making sales calls. But this absolutely isn’t the case; in fact, you don’t even need to think about closing the deal at the beginning. It’s much more realistic to focus on getting permission to send your leads more details or even just confirm their contact details.
Make things easy with warm leads
A lot of people have heard that sales is just a numbers game, and so assume that they have to make a lot of cold calls. But actually, it’s much more effective if you learn how to generate warm leads so you don’t have to make cold calls — not to mention much less scary.
So how do you do this? Try to have some sort of contact with the person you’re calling before the call, whether that’s getting in touch at a networking event, connecting via social media, or exchanging a few emails. If you can get someone they know to introduce you or tell them that you’ll be calling them, all the better! Barring any actual contact with the person you’re calling, try to learn as much as you can about them and their position in the company to make it easier to build rapport once you’re on the call.
Then, just before the call…
…get your mind on board with what you’re about to do using visualisation. Remember, your brain will focus on what you expect, so if you’re imagining that someone’s going to be annoyed by your call and that you’ll end up with them slamming the phone down on you in the first five seconds, then you’re going to feel nervous, and you’re almost certainly not going to get the results you want.
Instead, visualise the positive outcome you want … and you’ll be amazed at what a difference it makes! (Need more help with this? Click here.)
Until next time,