Stand Up Against Call Reluctance – Part TWO

STAND UP AGAINST CALL RELUCTANCE – Part TWO

CONSIDER THESE POINTS for moving forward to Defeat Call Reluctance

Research indicates that Call Reluctance is a common fear that can be overcome with a simple, straightforward commitment to:

• Creating a mindset that is positive toward serving your clients.
• Developing your understanding of the value you deliver.
• Aligning with ‘Best Practices’ for engaging potential new clients.
• Setting easy to attain objectives for your Call.
• Putting it all together with a focus on listening to your clients.

A Positive Mindset:

• An important key to your success is building personal confidence.
• Preparation, Preparation and More Preparation leads to a positive mindset!
  • The greater your preparation, the more confidence you have when you actually engage.
  • Preparation creates confidence and enables you to reduce anxiety.
• Very important to your success is the recognition that reluctance can become a ‘thing of the past’ with a focus on accomplishing smaller tasks while working toward future bigger goals.
• Practice, Practice and More Practice!
  • Build a ‘script and practice’.
  • Use the script as a guide for opening a meaningful conversation or how best to respond if you experience hurdles.
• Building a positive mindset is a process so start simple, keep track of your progress, be encouraged and engage often. Be disciplined.
• Success Comes from Believing That You Can!

Understand the Value You Deliver:

• Perceived value is the key that unlocks resistance to securing any meeting.
  • When the person you have contacted believes you bring value, it is much more likely you will secure the appointment.
• Think like a Leader! Develop a Personal Value Statement.
• Conduct yourself like an Executive minded person.
• Believe in the value you deliver. Be sincere in your belief you can help solve problems and be determined to deliver success.
• Don’t forget to be Yourself. Stay flexible and do not take ‘bumps in the road’ personally. The less personal your feel about rejection the less anxiety you will experience.

NOTE: We can help you develop an understanding of the value you deliver and how best to communicate value in any setting.

Get the Conversation Started using this link:

Please Contact Us for More Information or Advice

Easy to Achieve Objectives:

• The Primary Objective is to secure a face-to-face meeting. Other forms of engagement are Ok but are not substitutes for face-to-face meetings.
  • Sometimes there are steps that need to be walked out before you have secured the first meeting.
  • Seek an understanding of the steps and accept each opportunity as they are presented.
  • View each step as progress not failure. Keep your eyes on the prize!
• Your manner on the phone is important. Practice ‘grace under fire’ and a sincere tone, and an executive demeanor.
• Everyone including you can come to the point in any conversation. Be clear that you value the time invested by the client.
• Seek low risk opportunities to practice cold calling and personal presentations.

More Considerations:

• Consider the Team approach.
  • Invite an experienced colleague to join you for a call, meeting or presentation. Often two heads are better than one.
  • The ‘Lessons Learned’ process is a great method for personal development.
• Use Online Meeting Tools as a means to leverage the number of people you engage.
• While together with a client use the end of the meeting to schedule the next meeting.
  • Ask for a referral any time it seems appropriate.
  • Referrals help to build your internal network and eventually your pipeline of opportunities.
• Do not work toward perfection in your practice or anything else for that matter.
  • Practice does not make perfect. Practice helps preparation, builds competency and strengthens confidence.
  • Perfection is not possible.
  • Seeking perfection leads to the hazard of overpreparation.
  • The pursuit of perfection becomes a crutch and excuse to justifying avoidance until things are just right.
  • Be competent with subjects you can control like product knowledge, account research, pricing or successful applications.

• Your job 1 isn’t to make the sale in your first few meetings but to begin the process of winning orders.
  • Make it a priority to find the best prospects for your engineered products or service.
• Be conversational but demonstrate you are a ‘Better Listener’ than a talker. When you do talk, come to the point with a focus on creating value with the knowledge you are prepared to share.
• Be certain you develop a clear understanding of client problems and challenges.
• While together set the next appointment avoiding making another series of calls simply to secure a 2nd appointment thus avoiding the challenges and time you experienced securing the original appointment.

We acknowledge there is always more to discuss about subject like ‘Call Reluctance’.

A ‘Great Start’ kicking this issue to the curb would be a good conversation about your personal experience!

Always Remember: “What We Admire in Others, You can Achieve too, if and only if, You Put in the Work and Reach Out to Work with the Best People in Your Industry!”

Thanks for your consideration. Keep smiling and bye for now!