Overcoming Call Reluctance: Mastering Phone Prospecting in 5 Steps
Making phone calls is critical to achieving your goals and dreams. Whether you’re reaching out to potential clients, networking, or following up, effective communication over the phone is essential. In this guide, we’ll explore five steps to conquer call reluctance and become phone masters to create new sales opportunities.
Cold calls are often feared; they are just one piece of the lead generation pipeline.
- Referral Sources: Start by tapping into your existing network. Past clients and other referral sources can provide valuable leads.
- Influencers: Identify influential individuals within your network. These influencers can introduce you to potential clients and expand your reach.
- Networking Groups: Consider joining networking groups like BNI (Business Network International). These platforms allow you to connect with other professionals and exchange referrals.
- Follow-Up and Follow-Through: Don’t underestimate the power of consistent follow-up. Whether it’s from referrals, influencers, or networking events, diligent follow-through is essential.
- Cold Calls: Finally, cold calls can be a part of your prospecting strategy as a last resort—when the other sources are not in place. With the right mindset and techniques, they can be effective.
Fear is natural. Anxiety is normal. The key is not ignoring those feelings. The key is redirecting them. Accept and acknowledge the feeling. Reflect on what triggered it (lack of preparation or organization, projecting what other people might think. etc.) and then redirect those thoughts to something more empowering. Accept, reflect and redirect. How? 5 steps:
1. Understand Your Value
To succeed in phone prospecting, you must have a clear understanding of the value you provide. Take a moment to list all the wonderful and valuable things you do for your clients. Additionally, identify the qualities that make you the ideal agent to work with. Keep this list handy by your phone as a reminder of your worth.
2. Set Realistic Goals
Creating momentum requires setting achievable daily goals. Consider using a daily action plan or a weekly action plan. By breaking down your objectives into manageable tasks, you’ll build confidence and stay motivated.
3. Tackle Negative Self-Talk
Negative self-talk can hinder your prospecting efforts. When you encounter self-doubt, write down the negative thoughts. Refute them on paper by creating positive responses. Remember, you’re in control of your thoughts—don’t let them control you.
4. Visualize Success
Before picking up the phone, visualize success. Picture yourself confidently handling objections, setting appointments, and achieving positive outcomes. Maintain a “bring it on” attitude, and watch your confidence soar.
5. Commit to Consistency
Resolve to make at least 10 to 30 minutes worth of calls each day. Consistency is key. Even on challenging days, stay committed. Remember, progress comes from persistence.
Accept, reflect and redirect to win the day.
