Chic Oregon Grandma Reveals Secrets of Conquering Fear of Calling Leads
NO! No way! I can’t call my leads.
What would I say?
My mind might go blank!
I would probably get tongue-tied.
What if they asked a question I didn’t have the answer for?
What if they knew more than me?
I will never be able to do that!
These are thoughts that held me captive in the early years. So many unfounded fears filled my mind. I’m sure most of you never suffered from this malady, so this is for the few shy ones out there.
In the beginning its imperative that we use our up line mentors to help us with calling our leads. Three way calling is an excellent way to get the training and learn the necessary phone skills so that we can step up to the plate and start batting on our own.
I was so comfortable allowing my mentors to call for me. They were so good at it, they knew just what to say and they said they loved to do it. There was no stress on my part, my palms didn’t get sweaty, my stomach didn’t churn…..So, why not let them, I thought, as I sat back leisurely and enjoyed my beverage of choice.
UNTIL….
I came to the stunning realization…..I could not allow this to go on. I could not stay in this infant stage any longer. How am I ever going to become any kind of leader if I can’t get past this hurdle? What was I going to do? Well, how about Grow up or Stretch myself? But I was petrified! I knew I needed to take the bull by the horns, but getting on that animal seemed a painful process.
UNTIL……
I began to brainwash myself. You can call it self talk or auto-suggestion or anything you prefer. I had learned enough about self-development and having the proper mindset on my journey to know how powerful these techniques are, and I had no other choice.
So I began to tell myself something similar to this:
“I love calling my leads! I am confident, willing, ready and excited to talk to them. I look forward to getting to know them and they will sense my genuine concern for their success. I feel comfortable and I know just the right things to say.”
At first, making the phone calls was a bit awkward. But hey, pat myself on the back…..I was actually doing it.
Then I got to feeling more comfortable. I was getting really good at leaving messages. I even got some compliments from my mentors. 
And after a time……I did find I really was actually enjoying it.
A few basic things to help along the way:
1. Start with a script in the beginning. It helps to have something in front of you as a guideline to keep you on course.
2. Smile big and give yourself a little pep talk before you dial.
3. Put duct tape over your mouth to make sure you do more listening than talking.
4. Be genuinely interested in the person you are calling. Ask questions to draw them out to find out about them. Are they currently trying to build an income from home? What do they do for a living? Ask about their family. Basically, just get to know them, develop a relationship. Some people like to refer to “FORM” as a guideline in asking questions, which stands for:
F=family
O=occupation
R=recreation
M=money
5. Find out their pain…their biggest struggles. Let them know you can help them and point them in the right direction.
6. Then Follow Up. The fortune is in the follow up.
And you know, I quickly realized, the tape playing in my brain was really unfounded fears. I was dwelling on the wrong things for sure. All I needed was to erase the tape and put in a new program.
Better go now…..I have calls to make.
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Hi Lynn,
Even-though most would classify me as one of those folks didn’t need to read this, I love you insights, honesty and common sense solutions.
Heck, I still let my leaders do the talking, especially when my new person just sends me the ‘why’ out of nowhere
Take Care,
David H. Paul
the Follow Your Bliss guy
David Paul recently posted..How Leaders Become Success Conscious
David, I can not imagine that you would ever be without something to say! lol. You have the gift of loquacity! In a nice way!
I have found wonderful success in my own life by affirming my new behavior. It’s a wonderful ‘trick’ to change your mindset. I also have discovered the benefits of Toastmasters. Most people think of Toastmasters as a public speaking club. What I discovered is that it helps me in all speaking situations.
We have a segment in the meeting called Table Topics where members have the opportunity to speak impromptu. It’s a fantastic skill to develop.
In addition, Toastmasters has leadership training which has really affected the success of my business.
Thank you for the FORM tips! They are very helpful.
Debbie, Toastmasters really sounds like a great opportunity to grow……except for the impromptu speaking. Yikes! LOL, I have to start my self talk on that one!
Hi Lynn, I had to chuckle a little as I read your post. I am a very out going individual and I do remember back when calling leads was just terrifying. I to had to tell my self how much I loved this thing I new I needed to do. Over my life there have been many of those things not just leads and to overcome them is always Bliss. Keep on creating the life that you desire and have a great week.
Ross Joyner recently posted..Tips from a Search Engine Professíonal
Hi Ross, I truly enjoy the process of convincing ourselves we really do enjoy something when once we didn’t! Our mind is a powerful thing!
Lynn,
Truth be known, I am still a bit shy and reluctant to cold call about my products, services or upcoming seminars. Your post is truly refreshing. I can relate to wanting to lean on someone else, someone who I perceive will just answer better or more easily. But sometimes I know I may actually be able to connect just as well, even more empathically, if I just do it. When potential clients call me I have no problem talking freely. It is just the thought before making a cold call that makes me feel hesitant. I like your suggestion to just change the thought!
Erica
Dr. Erica Goodstone recently posted..It’s Time ALL Women Heat About Pelvic Organ Prolapse by Guest Blogger Sherrie J Palm
Dr. Erica, I probably would never cold call. These calls were to people who had requested something I was offering. so why was I intimidated? I should not have been, because they signed up for it!
I love your article Lynn – great points, and a nice touch of humor. I’ve spent my entire working life in sales – starting out on the corporate sales side of hotel travel many years ago. Let me share with you my training – I was handed a list of “cold” calls to make – my “trainer” pulled up a chair and sat right in front of me – handed me a phone and said, “ok, start calling.” Ah, the days …
Marquita Herald recently posted..How Recycling Cell Phones Can Save Lives
Marquita, oh my gosh! Without any training at all? How did you handle that? BTW, my first name is Marcheta, but pronounced with a Q or K sound like yours. I always wondered why they spelled my name that way. It gets miss pronounced most of the time.
All the best!
Lynn
Hi Lynn. I enjoyed this post because so many of the points can be applied to anything we fear in life. I may find myself cold-calling in the future, and I’ll know I can refer back to this wonderful article. Thanks so much.
Wishing you a song in your heart,
Miss Leslie @ Music With Miss Leslie.com
Leslie, So true! We should not let fear choke us in any area of our life.
It is amazing how what is at first so hard for us to do, becomes second nature. When I first started calling leads I was not sure how I could do it, and learn exactly what to say. I eventually came to the same conclusions as you that as a leader I had to learn these traits. Now I have made probably tens of thousands of calls.
Andy, It’s a good thing we step outside our comfort zone or we wouldn’t grow and become more! And you are right, looking back, I wonder what was I fussing about!
These are great tips, Lynn. I especially like the part about putting duct tape on your lips. I still have to remind myself to shut-up. It is not that I am not listening – I just want to finish people’s sentences for them. Gees! How annoying. Network marketers and anybody in training for sales need good mentors to learn from, but at some point they do have to do it themselves. It would be like going forever with our training wheels on. The sad things is that most don’t ever take the training wheels off they just decide to not ride the bike.
Nicole Rushin recently posted..Where the Sand Meets the Sea
How true, Nicole. Not so great that we are thinking how we will answer or respond. Hopefully, we will get better and more spontaneous with genuine helpful responses.
Brainwashing… I never thought of positive self talk that way before! But really, that’s what it is… washing the brain of all the negative stuff that’s crept in over the years.
Great post, Lynn! Lots of practical suggestions for someone who IS very shy of the phone or talking to people.
Willena Flewelling
Willena Flewelling recently posted..I Control My Thoughts
Absolutely, Willena, it’s imperative to clean out the cobwebs from our mind. It’s a tragedy how our perception of things can control us in not very nice ways. Brainwash or convince ourselves of something else….positive things and it will become the truth.
Hi, Lynn, great topic and is a great lessons and I will use this in my approches to prospects.
Thanks for sharing.
cheers…Mario..
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Hi Lynn,
Years ago I heard one that you may also have heard…figure out how many calls (on average) it takes to get one ‘bite’. Let’s say for our purposes that number is 10. With that number in mind, you can now celebrate every rejection (calls 1 through9) by saying to yourself that you are one rejection closer to the ‘wining’ number 10. Rejection is still hard but I agree with you, that you can overcome the fear of the call.
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Hello Lynn,
Wonderful post and I need to follow through with this and try that calling. I think once I start I will ask myself what took so long. I definitely need a script and I am erasing my current program and putting in a new one!
I will start that brainwashing today!
To Much More Success,
Barbara
Hey Lynn,
Excellent article on using the phone to connect with your leads!
I agree that this form of communication does scare a lot of people but it’s still the best way to build relationships and grow your business.
One excellent resource for training to make phone calls is Mike Dillard’s Blackbelt Recruiting course. It specializes on how to handle yourself when you’re on the phone with your prospects.
Thanks for sharing this Lynn,
Kevin
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