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Please Kick My Arse!

by sirblade
8 replies
Hi All,

I'm trying to summon up the courage to begin cold calling to kick-start my business.

I have read all the great inspiring threads/posts from John,Warrior Ben, Kaniganj and everyone else who have been there and done it - but I just freeze when I pick up the phone!

I have also joined johns brilliant Forum and read everything there yet still I find myself petrified at the thought of speaking into the lump of black plastic in my hand - it just seems so stupid to be so scared!

My script is short and to the point (appointment setting for google places) but I have suffered from a slight stammer since i was a kid and even though it doesn't notice on the phone too much im still struggling..I desperately want to do this and I even sit there picturing the difference it could make to my family but I just can't seem to "Suck it up and do it" ... Beyond frustrating!

Anyway, just wanted to share my pain and ask for a hefty nudge in the right direction...

Hopefully (and with a little help from my Warrior friends) I will be able to use this thread to detail my struggles and successes..

Thanks and all the best..

Steve
#arse #kick
  • Profile picture of the author seebol
    Seen this solution posted a few times now - make some calls whilst watching the tv (at low volume of course). Might help put you into a different frame of mind during the calls. If the person on the other end asks whether there's a tv on in the background, be honest, talk to them about this crazy method suggested to you and don't be afraid to tell them that you're fighting through your fears. You might find their barriers dropping giving you the window to make your pitch. Whether a positive or negative outcome, politely ask them to critique your performance and point out where you could make improvements. Do this and you've just created rapport.

    you won't have burnt this prospect. Once you've made a number of appointments and broken through the fear threshold make the call again.
    Your perserverence might be rewarded
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    • Profile picture of the author David Miller
      Sometimes the most important aspect of being sucessful is not being tied to the outcome. Make a list of the least likely businesses that would use your services and start calling, consider it practice.

      I also use the TV as background noise, but make sure you're on a news channel, or better yet, a channel like CNBC or FBN.
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      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
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    • Profile picture of the author EdKirby
      I can relate...entirely.

      Good, you joined John's forum. I take it you downloaded the free audios? if you haven't, DO IT! I did and they are already re-shaping my mind set.

      Not sure if you are doing this but building up each call as the call to end all calls is a bad way to start. You have to remember that it's a numbers game and you are really calling to HELP them, not to TAKE anything away from them. I used to think that way. I'm taking and not giving.

      This may be going back to my days in insurance sales. I don't think I really believed in the product so I felt I was taking something (their money) from them for something I didn't believe in myself, at least not at the time. This also affected my closing ratio by being reluctant to ask for the check.

      My point is that you have something that can REALLY help a small business to make money. John (Durham) said the following in another thread and for another reason but I believe you are creating opportunity for your prospects, the opportunity to make more revenue. If they don't take advantage of that opportunity then that's their problem, not yours.

      SHAME ON YOU FOR THAT!! LOL

      C'mon, relax and pick up the phone and help someone's business! Just talk to them, one business owner to another.

      Hope this helps!

      Cheers,
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      Ed

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  • Profile picture of the author Jason Kanigan
    You are too worried about the outcome.

    If you watched my Free videos, you know that you bring value to each conversation, whether the prospect acknowledges this or not!

    EdKirby alluded to this as well.

    Heck, if all else fails, do the old public speaking trick and imagine your prospect in their underwear or some other embarrassing situation.

    Call reluctance, which is what you're experiencing, comes from the self-esteem side--not the role side--of what you're doing. You either don't believe in yourself, or you don't believe in what you're offering. Fix whichever it is--maybe head into the Mind Warriors subforum for a bit--and I promise that you'll suddenly have no trouble making calls.

    Prospects are just other people. Business owners are just other salespeople--they've been through exactly what you're going through, and many are likely to sympathize because of that. In general, the higher you call in organizations, the nicer people are.

    Figure out how to know that you are providing value with every call, and you'll cease having trouble making them.

    You don't need an ass-kicking: you need to find out what's undermining how you're feeling about yourself and your product or service.
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    • Profile picture of the author EdKirby
      Originally Posted by kaniganj View Post

      You are too worried about the outcome.

      If you watched my Free videos, you know that you bring value to each conversation, whether the prospect acknowledges this or not!

      EdKirby alluded to this as well.

      Heck, if all else fails, do the old public speaking trick and imagine your prospect in their underwear or some other embarrassing situation.

      Call reluctance, which is what you're experiencing, comes from the self-esteem side--not the role side--of what you're doing. You either don't believe in yourself, or you don't believe in what you're offering. Fix whichever it is--maybe head into the Mind Warriors subforum for a bit--and I promise that you'll suddenly have no trouble making calls.

      Prospects are just other people. Business owners are just other salespeople--they've been through exactly what you're going through, and many are likely to sympathize because of that. In general, the higher you call in organizations, the nicer people are.

      Figure out how to know that you are providing value with every call, and you'll cease having trouble making them.

      You don't need an ass-kicking: you need to find out what's undermining how you're feeling about yourself and your product or service.
      Jason, I have your videos. They're brilliant.

      Steve, Jason is spot on especially with regards to the self esteem issues. This is an area that I have been struggling with lately myself and like Jason says may be an area you need to address. I have been and it's making a difference.

      Cheers,
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      Ed

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  • Profile picture of the author RickDuris
    You're going to suck at first. That's just the fact of the matter.

    Then at some point, you won't suck. And you'll know EXACTLY when it happens.

    When I take on new projects in different industries, writing scripts and presentations, I know this about myself. I suck at first.

    So what I do is put the businesses I'm least likely to do business with upfront. First in line to receive my call.

    Usually that's about 20 businesses. The nice thing about this strategy is you can blame it on the businesses not being the right fit. It's not you or your competence, it's just not a good fit.

    After 20 calls, the water's fine and I'm on my game.

    - Rick Duris
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    • Profile picture of the author sirblade
      Wow! Now that is exactly what this Forum is all about...

      Thanks chaps for all that wonderful advice and support... I will now be calling with the tv on,imagining the person i call as near naked,realising that I'll suck at first, believing in myself and believing in what I have to offer

      Seriously though, I am so grateful to all of you for taking the time to help me out..I think a lot of it is in my head, not thinking my product or my pitch are any good..

      Right 40/50 calls tomorrow afternoon, I will report back on my progress - Jeez, feels just like the first time i asked a girl out on a date!

      Thanks again guys, much appreciated..

      Steve
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  • Profile picture of the author Jason Kanigan
    Hum, let me expand upon this by sharing a little bit of theory:

    You have a Role side and a Self-Esteem side. Your Role side is how well you do whatever it is you're doing (father, salesperson, gardener, sister, carpet vacuumer or whatever). Your Self-Esteem side is how you feel about yourself, after stripping your roles away. Imagine you're on vacation, in a place where nobody knows you. Effectively, you have no history and nobody expects anything of you. Go sit at the beach for 15 minutes.

    How do you feel about yourself? Anxious? Relaxed? Content? Worried? You may find that you're hanging on to those roles! Drop 'em!

    Role failure does not equal person failure. You are separate from your roles: those are things that you took on in your life. You came in as a baby, without any roles at all.

    When I personally coach clients, this is what we really work on. All the techniques and tips in the world won't help you succeed if your self-esteem side isn't high on the scale. This "secret" is why most sales training doesn't stick...it's working on the wrong end of the problem.

    Start thinking about Role performance and how to keep it separate from your Self-Esteem. To say it differently, don't let role performance push your self-esteem around!

    Let me finish by adding on a little exercise for you: keep a daily journal of your Role and Self-Esteem self-ratings. Just get a piece of paper and make two columns. At the end of your work day, record what you believe your Role and Self-Esteem ratings are, between 1 (lowest) and 10 (highest).
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