The Phone Is Your Friend!

Summer of 1979...I had to make...

 

The Call.

 

You know the one...you want to break it off with someone you are "going with".  That's the term we used when you were dating someone but you didnt actually ever go out...I could have said "going steady" but I am not Richie Cunningham from the 50's!

 

Sweet girl, but it had run it's course.  As a shy teenager, I probably should have stayed put, but my boys kept telling me it's the summer...run free!

 

Easy for them to say...I still had to make...

 

The Call.

 

No cell phones.  Our home phone was still rotary dial (owned by Ma Bell nonetheless).  No texting my Dear Jane note, either. I would have preferred to do it face to face (I am really not a scoundrel!), but I was too young to drive.

 

My friend Clint came over my house one day and said, "Let's call her now".

 

He could see the panicked look on my face.

 

"Man, the phone is your friend." 

 

He was right.  What was there to be afraid of?  I repeated it to build up courage.

 

"The phone is my friend"...and I made

 

The Call.

 

Have you ever faced a call that you were afraid to make?

 

Maybe it was to tell a client you made a mistake in something you told them.  Maybe rates have increased and you are trying to preserve the business.  Maybe you are in a call center and the day just hasn't gone well and you are facing a long afternoon to make your production.

 

Face it, in sales we all deal with call reluctance from time to time.  That is actually ok.

 

The problem occurs when you are "afraid of the phones" - particularly when it comes to prospecting and generating new clients.  That is not only problematic...it is dangerous.

 

Prospecting is the life blood of any sales persons effectiveness and success.  Without it, you will have no one to see.  You will build a dependency on "hand outs" of leads and it may make you take shortcuts to cover up your fear of the phones.

 

But as my friend Clint said, "The Phone Is Your Friend".

 

This next few days we will look at this mode of client acquisition - telemarketing, cold calling, and prospecting. Many sales people have low regard for this highly important activity.

 

It is an activity that is necessary in the Effort Phase (paying dues) and is one of the scientific elements of the sales process. In order for the science of the Law of Large Numbers to play out, you have to develop a systematic and effective manner to conduct these activities.

 

The primary fundamentals of the best prospecting efforts involve three elements - The Desired Outcome, The List, and The Script.

 

Newbies and seasoned pros will note quickly that The Script is last - that is intentional. What you say (The Script) should be governed by what you want (The Desired Outcome) and who you are talking to (The List).

 

Back to The Call.

 

I knew The Desired Outcome (breaking up).

 

I had The List (only one name was on it!)

 

I had The Script (I had rehearsed it to Peabo Bryson a dozen times).

 

The number dialed...the phone rang...her father answered...

 

I hung up! 

 

We kept "going together" the rest of the summer...

 

Hey, I never said it would be easy...over time, I built up the nerve to do what I had to do.  I expect it will be the same for some of you as you get over your fear of the phones...remember...

 

The Phone Is Your Friend!

 

Until tomorrow, I wish you Money, Power, Success!

 

Next Time: The Unlimited Calling Plan!