So why is it that even the most experienced of us resist this proven strategy unless we are poked, prodded and pushed by our managers?
Excuses include:
“I don’t like the rejection.”
“I don’t want to come across like I’m desperate for business.”
“I don’t want to sound like a telemarketer.”
“I don’t like interrupting people at work.”
There are few main dynamics that prevent us from embracing cold calling. Cold calling is hard work, no one likes to hear ‘no’ and we all have the need for instant gratification.
The key to busting these excuses and breaking the mould is understanding that it’s all a numbers game. You need to train yourself to recognise that every ‘no’ you hear brings you one call closer to making an appointment or creating a relationship. You also need to condition yourself that eventually you will get a reward for your efforts, there is sadly no magic quick fix or instant result.
When you learn any new skill (even a hobby, sport, or language) it takes time to just become comfortable. It takes longer to develop a level of consistent proficiency. And, it takes even more time to develop your skill to the point of excellence. The same concept applies to prospecting. You can’t expect to make ten calls and master the skill (or get the results).
The more calls you make, the easier it will get and the more proficient you will become. As your skill improves, so will your ability to generate leads and secure appointments. If you can push through your initial resistance you can develop the ability to postpone your need for instant gratification. And as you do this, your results will improve!
If you are Real+ member, click here to visit Real+TV where you can watch our webinar: New Business Bootcamp Part 7 - Prospecting.
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