Welcome to “The Pipeline” — a weekly column from HubSpot, that includes actionable recommendation and perception from actual gross sales leaders.

It doesn’t matter how steadily you name prospects or what number of years you’ve been in gross sales, you’ll at all times really feel some nervousness earlier than you dial — and that’s a very good factor. In case you’re nervous, you’re taking it critically.

Nervousness solely turns into an issue when it impacts your skill or willingness to name. I’ve met reps who will do every little thing of their energy to keep away from making calls, which unsurprisingly hurts their skill to fill their pipeline with new alternatives.

In case you wrestle with a concern of calling patrons, use these 5 methods to beat it.

Methods to Overcome Your Reluctance to Name Prospects

1. Make getting a “no” the aim.

Once I was a gross sales supervisor, I’d maintain a calling contest with a “no” quota at any time when I needed my reps to spend extra time on the cellphone. The winner was the primary one who received 25 “nos.” Somewhat than feeling dejected each time they heard “no” from their prospects, my reps could be excited.

Why is that this contest efficient? As a result of the salespeople inevitably heard “sure” as properly. It took considered one of my reps 28 calls to hit her 25 “no” quota — as a result of three prospects determined to arrange one other assembly.

Actually, salespeople often have a decrease failure fee whenever you run this contest. They’re much less anxious than typical, which results in confidence that’s obvious to patrons.

Don’t wait on your supervisor to run this contest — you are able to do it your self. Set your self a “no” quota, seize a notepad and a pen, and preserve a operating tally of the rejections you get. Once you hit your quota, award your self a prize.

2. Concentrate on the exercise — not the result.

Measuring your prospecting exercise’s success by what number of conferences you ebook will be harmful. Let’s say you’re aiming to land three conferences a day. You name 15 individuals, and each single one is busy, on trip, away from their desk, in a gathering, or just in a foul temper. Via no fault of your individual, you haven’t managed to schedule a single assembly. You’re in all probability going to be reluctant to hit the telephones once more tomorrow.

Reframe your considering by measuring success by exercise, not final result. On this means, you management whether or not or not you meet your aim. As an alternative of trying to ebook three conferences, decide to asking 20 prospects for a gathering.

Even when each prospect says no, a minimum of you possibly can go residence understanding you achieved your goal. And likelihood is, a few of these individuals will say sure.

3. Put your self in the appropriate setting.

Once we don’t need to deal with a process, we are able to discover countless methods to fill our time. That’s why I counsel salespeople to place themselves in an setting the place they don’t have anything to do however name.

Put together your lead checklist, cellphone numbers, and analysis, and go to a convention room or one other a part of the workplace together with your cellphone. In case you’re sitting at an empty desk with no distractions, I assure you’ll make calls.

Some reps can’t depart their desks. In that state of affairs, attempt shutting off your wifi and even blocking particular websites. Do no matter it’s essential so calling is your solely choice.

4. Change leads with one other rep.

I take advantage of this technique on a regular basis to fight name nervousness. Once you’re struggling to select up the cellphone, discover one other member of your crew and change leads with them. They name 20 of your leads, and also you name 20 of theirs. If any of your leads come to fruition, they’ll give these names again, and vice versa.

Since you’re not calling your individual leads, you aren’t as emotionally connected to them. It turns into a lot much less nerve-wracking to select up the cellphone.

5. Do your homework.

Who wouldn’t be petrified of choosing up the cellphone and calling a complete stranger? In case you don’t analysis a prospect earlier than the decision, you’re not simply making it tougher to determine credibility and have an informed dialog: You’re additionally dialing up your individual nervousness.

When you realize a purchaser’s background, obligations, particulars about their firm, and challenges they’re in all probability dealing with, you’ll really feel way more assured calling them. Data is energy.

As well as, being ready transforms your function. As an alternative of a pesky telemarketer, you’re an issue professional with distinctive insights and recommendation to supply.

These methods will allow you to scale back your concern of dialing from a 9 to a 3. Your coronary heart will in all probability nonetheless begin to race barely sooner earlier than you name a prospect, however bear in mind: A bit of concern isn’t a foul factor.