Do you ever think yourself out of picking up the phone?

The other day I called a prospect who had been referred to me. The call went well and I have an appointment to meet with them soon. However, it took me over a week to pick up the phone. Why?

I made so many excuses to myself, like “It’s too early/too late in the day, he’s probably not in.” “I’ll just make a cup of tea first.” (and then do something else). “It’s Monday/Friday, he’s probably really busy.” The fact is I didn’t have a single valid reason not to call, I could only come up with pathetic excuses – and I know I’m not alone in doing this.

When we feel uncomfortable about picking the phone up (either for cold calling or following up) it could be because we:

• Lack in confidence
• Have already decided that the call isn’t going to go well
• Remember that last time we spoke to that person, it went badly

One technique to use is to visualise the call going well - this will help get you into a more confident frame of mind. Also, think back to past achievements and how good you felt when you succeeded at something difficult. You can do this :)

Just as it’s possible to think yourself out of picking up the phone, now you know you can think yourself into it!  Let me know how you get on.