An e-mailer asks:
Do you have any data, post, articles, that you can send regarding the specific art of overcoming fears and being fearless when calling biz to biz via the telephone?
Oh, yes…. it is a favorite topic of mine, and relates to these items:
Knowing the value that your service or product really provides and what problems it solves is a foundational element of the confidence you can have in talking to others – whether by phone, e-mail, letter, or in person.
Knowing who your product’s “niche” is – in other words, not everyone or every business needs your service. Know who DOES, and then you can be confident that you are not wasting people’s time. Example: I recently moved to another town. I’m no longer a good prospect for local services in my old town. You need to be able to quickly ask powerful questions and get others talking so you can learn whether a conversation is a good use of their and your time or not.
3. PERSONAL CONFIDENCE and SKILLS
Once you have confidence in the value that you offer, and know who is best to talk with about the products and services you sell, then it is just a matter of learning the skill set for success in calling others to discuss their business issues and potential solutions.
Once you have these areas covered, if there is still fear, it needs to be addressed from a personal standpoint – what specifically is causing anxiety or worries – and address those head on.