If your social media and inbound marketing strategies are generating a steady stream of quality clients that keep your sales activities always busy, then you’re one of the lucky few who are sitting pretty on passive income. Getting to this point requires hard work and if you’ve already “arrived,” congratulations.
However, not all businesses are like that. For most, especially startups, the sales team has to proactively seek potential clients out and get them to sign up. Prospecting on top of other operations initiatives is a must, but can get pretty challenging. This is because the process requires appealing to your and your target market’s emotions. When you lose the enthusiasm and the energy to pursue new business leads, you might be suffering from what the industry refers to as “sales call reluctance.”
As the term implies, it is your inability to make that first move on a fresh client. It is the emotional and psychological hesitation to self-promote. In the world of business, those who succeed aren’t necessarily the smartest in the bunch. It is those who prepare the most and work the hardest.
Are you scared of having to make cold calls on target clients? Here are some tips to help you get over your fear of reaching out.
1. Make a decision to stay motivated.
The first step is always the most difficult part of cold-calling. It is when you convince yourself that you can and will make the first move. If you are not motivated to succeed, that’s a different story altogether and will require psychological intervention. But we’re not talking about that here. As a sales person, you must make a decision to get that call done.
2. List the reasons why you’re scared and then crush them out one by one.
The mind is boggled by a lot of “what ifs” and these are often what stop you from making that call or sending that email or text. What are the reasons why you seem so hesitant to move forward? By identifying all the reasons, you become more at peace with your excuses and the better it will be for your to finally face them and kick them out.
The most common reasons why business owners hesitate include being told by the client that he is not interested, being informed that he already has a supplier and is happy with it or get rudely cut off. Other reasons are more introspective. What if I will seem disorganized and cluttered? What if they think of me as trying too hard and laugh at me? What if my script doesn’t work? You can be free from all these negatives once you point them out.
3. Change the way you think
Again, this needs conscious and firm decision. Why? Because you want to succeed. It’s really amazing how the brain works. It allows you to create future scenarios and picture out achievements. By setting your eyes on the prize and thinking about the many ways success can change your life for the better, you can overcome all the reluctance.
Ask yourself, “What do I want to achieve in life?” Your answer will help transform how you perform and, eventually, how your sales numbers perform. Remember, it’s not situation that’s causing you a lot of stress — it’s your reluctance to go for change and make your mark.