You’ve got a good lead but you’re not sure your call will be welcome. You’ve decided to sort your files, put on a pot of coffee or worst yet, clean the bathroom just to put off calling.

Yup! You’ve got Call Reluctance and it’s a common affliction.

Some people have a fear of using the phone. they would rather hide behind an email or non-personal communication than pick up the phone and talk to someone. if this is your problem, you are not alone. Over 80% of sales people report the experience of call reluctance that nearly ended their careers. Most managers agree it is the main reason new sales people fail, but few comprehend the impact it can have on more experienced producers, causing them to become complacent about prospecting calls.

Underlying causes?

1. Fear of Self-promotion.    You know you have a great product/service but you don’t want to be perceived as someone who thinks too highly of herself. Think again! It’s ok if the light of your product reflects on you. in fact, it’s essential!

2. Fear of Intruding.  Courtesy is admirable. You may want to ask if this is a good time to talk. Call later if they’re busy.

3. Dignity Crisis.  Isn’t calling others and asking them to hire your services a little beneath  your dignity? Is it beneath Joe Albertson to try to get you into his store? Is it beneath your doctor or dentist to send you a card inviting you in  for your annual chekup? It would be great if our customers come to us voluntarily, but we wouldn’t have a multi-billion dollar advertising industry if that strategy worked for everyone!

4. Question Anxiety.  We would all rather be asked than do the asking. We have to ask for the sale, booking, appointment or referral. We live in a world where successful people ask for what they’re looking for.

Overcoming call reluctance is a process. Some salespeople regard a call that doesn’t net a sale as a failure, but that’s exactly the sort of thinking that breeds call reluctance. Take positives where you can, If every call results in something where the process takes a step forward–even if it’s a baby step–that gives you confidence to make the next call.

You can do it!

Now Go Get  Connected!

About Cathy Kuzel
As a successful Entrepreneur and Business Development Strategist, Cathy teaches entrepreneurs how to let go of limiting beliefs and “Stand Up & Stand Out” to have the business success they dream of. Cathy is recognized across Canada for her expertise on “All Things Small Biz”. Named one of the Top Ten Mentors in Canada, the Founder ofThe Connected Woman Association, Author of “Are You a Collector or a Connector?”; “I’m on the Phone!”; the internationally known “Daily Espressos” and is a networking maven. (whew!)