Learn how to overcome the mental barriers of call reluctance and procrastination that can hinder your cold calling success. Follow these six practical steps to boost your confidence and performance.

You are one call away from changing your client's life and your own. Knowing that it's just part of sales. That first call is just a step, remember, where you are is not for everyone. You are one step closer to achieving your potential.

How can you beat call reluctance and procrastination?

Call reluctance and procrastination are two common enemies of cold calling success. They can prevent you from reaching out to prospects, following up on leads, and closing deals. But they are not unbeatable. In this article, you will learn some practical strategies to overcome these mental barriers and boost your cold calling confidence and performance.

1 Identify the root causes

The first step to beat call reluctance and procrastination is to understand why you are feeling them in the first place. There could be many reasons, such as fear of rejection, lack of preparation, low self-esteem, or unrealistic expectations. By identifying the specific triggers and emotions that hold you back, you can address them more effectively and rationally.

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MariAnne Vanella

CEO | B2B Outsourced Lead Generation / Sales Cycle Discovery / Deep Dive Account Profiling / Outbound Telesales 2.0® / B2B Telemarketing | 5x Above Industry Standard | Silicon100
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It’s a natural thing to not want to pick up the phone and start calling. Even if you are fantastic at it, and have mostly great experiences, some days you just don’t feel like it. The important thing is not to build mental obstacles that can become real for you. There’s not a secret, mental trick, or anything. It’s just having self-discipline to start and then once you do, everything kicks in. So don’t make it bigger than it needs to be and start thinking oh I need to talk to X amount of people and find X amount of opportunities, etc. that’s what will make the day flop. Just tell yourself you’re going to call for X amount of time and whatever happens happens and taking that pressure off yourself is when you start getting great results.

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JC Negri

VP of Growth at Intech Innovation Group
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In my experience, pick up the phone and start dialing, The phone isn't as scary as you think. One call at a time. Learn from that first call. Deep Breath and dial.

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2 Challenge your negative thoughts

The second step to beat call reluctance and procrastination is to challenge your negative thoughts and beliefs that fuel them. For example, if you think that cold calling is a waste of time, that you will annoy people, or that you are not good enough, you are setting yourself up for failure. Instead, try to replace these thoughts with positive and realistic ones, such as cold calling is a valuable skill, that you can offer solutions, or that you can improve with practice.

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3 Set clear and achievable goals

The third step to beat call reluctance and procrastination is to set clear and achievable goals for your cold calling activities. Having a specific and measurable target can help you focus, motivate, and track your progress. For example, you can set a goal to make 10 calls a day, to reach 3 decision-makers, or to book 1 appointment. Make sure your goals are challenging but not overwhelming, and reward yourself for reaching them.

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4 Plan and prepare

The fourth step to beat call reluctance and procrastination is to plan and prepare for your cold calls. This means doing your research on your prospects, crafting your value proposition, scripting your opening and closing statements, and anticipating objections and questions. By having a clear and structured approach, you can reduce your anxiety, increase your confidence, and improve your results.

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Karla Lamb

Director of Business Development
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In my experience research is invaluable, however too much research can be a time sucker. I coach my reps on 3- 4 mins of research prior to each call. Obviously, this will vary based on what industry your reps are in. For most cold calls a quick google search, a look at reviews, company website, and social media can provide enough information to allow the rep to have an intelligent conversation and reference specific questions/statements about their business based on what was uncovered. Spend 10-15 mins researching a company/prospect that is not going to answer or give you the time of day is not efficient. Do the quick research, once you have connected and gained interest set an additional call and amp up your research for that next contact.

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5 Take action and learn

The fifth step to beat call reluctance and procrastination is to take action and learn from your experience. The best way to overcome your fears and doubts is to face them head-on and make the call. Don't let perfectionism or hesitation stop you from taking the first step. Remember, every call is an opportunity to learn, improve, and grow. Seek feedback, analyze your performance, and celebrate your wins.

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JC Negri

VP of Growth at Intech Innovation Group
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You are one call away from changing your client's life and your own. Knowing that it's just part of sales. That first call is just a step, remember, where you are is not for everyone. You are one step closer to achieving your potential.

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6 Seek support and accountability

The sixth and final step to beat call reluctance and procrastination is to seek support and accountability from others. You don't have to do it alone. You can find a mentor, a coach, a colleague, or a friend who can help you overcome your challenges, share your best practices, and hold you accountable for your goals. By having a supportive network, you can boost your morale, confidence, and success.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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JC Negri

VP of Growth at Intech Innovation Group
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* Mindset: "HOW LUCKY" They are to receive your call The lives you are going to change. "You are for some, Not for everyone."

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How can you beat call reluctance and procrastination?

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1 Identify the root causes

2 Challenge your negative thoughts

3 Set clear and achievable goals

4 Plan and prepare

5 Take action and learn

6 Seek support and accountability

7 Here’s what else to consider

Cold Calling

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