As soon as I started speaking in a flat, couldn't care less tone I found skipping round gatekeepers was a piece of cake and until this morning I did not think that was possible.
Gatekeepers are a problem until you realize they are not.
Prospecting is difficult until you realize it is not.
Calling is filled with tension until you realize it does not have to be that way.
99% of calling issues you're experiencing are in your head. We call this "head trash."
There's a weird thing that happens with growing your business. Things don't work, don't work, don't work, don't work and then suddenly WORK.
This has been called the flywheel concept.
This giant wheel is completely still. You walk over and try to make it turn. The thing is so heavy, it has so much inertia invested in staying still, you have to strain and strain to get it moving. It simply seems to not want to turn.
You start your business and begin prospecting for the first time. It's difficult and you try and try to get customers. Frantically, you change your script, your call times, your approach. Nothing seems to work.
Most people give up at this point.
After some time and effort, the wheel finally begins to turn. It's difficult; you really have to keep putting your back into it. But it is turning.
After weeks or months, you have some customers. People around town are starting to recognize your company name. There's a little bit of branding in the air. Someone actually calls you looking for what you do.
Now that the wheel is turning, it takes only a little more effort to make it spin even faster. You tap the wheel and it goes flying. Inertia is now on your side.
You're getting referrals. Your prospecting calls are so easy now; people want to talk to you. It all seems so sudden--just a few weeks or months ago, you were struggling so much and now it's so easy. A critical mass of prospecting has been reached. You have plenty of projects in the pipeline, so if one drops out, Who Cares? There's another or two more to take its place. The anxiety you felt at the start is gone. Nothing is "on the line"; one fizzle of an opportunity is no big deal. The business is working.
You can get here, or you can give up after an incredibly brief attempt and say "It didn't work." Yeah, right...you didn't get that flywheel turning.