Once upon a time, not too long ago, I used to sabotage my sales calls.
Here’s what happened…
Someone I didn’t know would schedule an introductory sales call with me, and I would come up with reasons to not have the call.
It could go a variety of ways:
- I would look at the person’s website and social media accounts, and decide that there is no way I could help her, and cancel the sales call.
- I would suddenly decide that I don’t want more 1:1 coaching clients, and cancel the call.
- I would decide to “test” the person and cancel the call, and if she rescheduled, then I knew we were “meant to be” and would proceed with the rescheduled call.
Please don’t judge me. I am scared to share these details with you because you may be wondering what kind of marketing teacher I am. Who sabotages the opportunity to serve others and earn income?
Here’s the thing: I didn’t see it as sabotage. I saw it as “being selective” or “staying in the flow of my business.” Or I blamed it on my introversion and my low-energy level.
It was none of those things.
It was fear. 100 percent gut-wrenching fear.
My Ego was doing an outstanding job keeping me small. And that’s exactly where my business was – small.
Noticed that my fear only triggered when “new to me” people scheduled the sales calls. If I knew the person, I had no problem. Why? Because someone who knows me knows my expertise and my ability to help her. I don’t have to convince her – she already knows.
But the person out of the blue? I had no idea how confident they were in my abilities. And what if I had to convince this “new to me” person that I could help her? Oh shit! I didn’t think I could do it!
All of these insecurities triggered a “fight or flight” response. And I always flew.
And I didn’t realize I was doing this until one day when I was looking at my calendar. I saw a “new” name, and immediately, my brain went into “how can I cancel this call” mode.
My brain was on fire, concocting stories on why I should cancel that call.
Then another voice piped in. Why would you want to cancel this call? I heard that whisper, and I said to myself, “You are scared, but you’re having this call anyway.”
It was hard. Every day leading up to this phone call I fought the urge to cancel. I think my hands were sweaty as the minutes ticked closer to the appointed time.
When the phone rang, I swallowed my fear and spoke to this wonderful entrepreneur.
And guess what? The call went beautifully. I survived. Nothing bad happened at all!
You would think that would have gotten me over the hump, but truth be told, I am still plagued with my Ego telling me to cancel the call.
The difference now, though, is that I acknowledge the fear and proceed in spite of it.
Why am I sharing this story with you? Because I want you to see that I, too, get scared and have sabotaged my own sales efforts. And I am working hard to get past this fear. I am imperfect, and I battling this fear imperfectly. But I am positively expecting that it will work out.
The more I step out of my comfort zone (baby steps!), the less fear I feel. And from a business perspective, the more I step out of my comfort zone, the more clients I am able to serve.
Whether you’re facing this particular fear, or have another fear holding you back, I hope that, by reading this blog post, you feel normal – and you feel hope. Yes, you are wonderfully normal. And yes, you can push past the fear. I am living proof.
Robin Sharma once said, “The fears we don’t face become our limits.”
This is your reminder (and my reminder too) that it’s normal to be fearful, but we have to push past our fears. Your business depends on it. Your ideal clients depend on it. And yes, your happiness depends on it too.
Jill Celeste, MA is a bestselling author, marketing teacher and founder of the Celestial Marketing Academy. Jill teaches purpose-driven entrepreneurs everything they need to know about marketing so they can become the Directors of Marketing for their businesses.
Jill is the author of the Amazon Top 25 Bestselling Marketing Book, That First Client, as well as the co-author of the bestseller, Cultivating Joy, and international bestseller, Gratitude and Grace.
Jill graduated with a B.A. in English from Wesleyan College in Macon, Georgia. She obtained her master’s degree in history from the State University of Georgia in Carrollton. Prior to becoming a marketing coach, Jill worked for 14 years in the private sector, and has experience in marketing and public relations in healthcare, IT and small business.
Jill lives near Tampa, Florida, with her husband, two sons, two guinea pigs and a basset hound named Emma.