The appointment was set for 9:00 AM. First impressions are important. This was to be our first connection. I called the number the prospect provided but it was the wrong number. I was prepared for this call. I allowed plenty of time. Had the phone number in front of me and dialed it at 9:00. When I realized it was a bad phone number …
What would you do?
Here’s what I did and here is what happened.
When I realized that it was a bad phone number, I sent him a Linkedin message. The message read, “When I dialed the number you provided, I realized it was the wrong phone number. Please call me at xxx-…” Then I checked out his profile and his website where I found his correct phone number – off by one digit. It was 9:06. I was 6 minutes late for our 9:00 AM appointment.
My thoughts and feelings were mixed. “I should have checked his website first so I was sure that I had his correct phone number. He is probably angry that I didn’t call him at 9. We’re getting off to a bad start. I should probably just let this one go. Live and Learn.”
I also thought, “I can’t know what his thoughts and feelings are. I need to follow up until I reach him so that the door can open or close to our new relationship. I have a lot to offer this guy and I will never know if he wants what I have for him if we don’t connect.” I called and he didn’t answer so I left him a message asking him to call me or to set up another time when we could talk.
As I was pondering my next step, the phone rang and it was my prospect. He was embarrassed, apologetic and relieved that we still had a chance to connect. The call went great and we set up a follow up call for the next week.
I think we can all agree that follow up is crucial to success. We all know it but how many of us execute efficient and effective follow up? What stops us from continuing to follow up until we get a chance to offer our solution to the prospect’s problem?
Follow up works when it is done in a genuine, authentic way. Not to sell. To discover. Discover your prospect. Their pain, their problems, what is important to them. Learn enough about them to find out for yourself if what you offer is a real solution for them. They may not be a good fit for what you offer. You may not be a good fit for what they need.
But if you don’t connect and communicate with the prospect, you will never know. And they will never get to decide if what you offer works for them.
Before I hired a coach, I let my fear run me. Coaching showed me that I can’t believe everything I think. In fact, if I blindly follow each thought, I will have zero success. That fear-based voice in my head is doing a great job protecting me from getting hurt – and preventing me from having the life and business I want if I listen to it.
I have a client who named her fear voice Jo Jo. When Jo Jo is talking, my client recognizes the voice now because she gets scared. Before she realized that Jo Jo wasn’t telling the truth, my client believed everything Jo Jo said and got stopped. Now that she has learned to question her thinking, to be deliberate and intentional about her thoughts, Jo Jo isn’t so loud, so dominant, so stifling. And my client doesn’t get stopped.
Here are 6 steps to getting past the voice of fear in your head.
1. Notice when you begin to experience fear, stress and anxiety.
2. Ask, “What are the thoughts I am entertaining that I feel this fear, this stress, this anxiety?”
3. Ask, “Are these thoughts valid? Is there really anything to be afraid of?”
4. Get clear about your intention. Why are you doing what you are doing?
5. Decide what is more important: Staying safe or getting the result that you intend?
6. Get back into action and guard your thoughts. Indulge only those thoughts that empower you to move in the direction of your intentions.
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