Phone a phobia is a disease that has prevailed among direct sellers for quite some time, in fact all of my 18 years in the industry. Lists are made, goals are set and it all breaks down when it’s time to dial. The fear of rejection sets in. “It’s not the right time to call, I might be interrupting dinner, breakfast, lunch, family time, you fill in the blank.” “I better study my specials more so that I don’t say the wrong thing.” “My children are too noisy now.” “I’ll just check my email first.” The excuses abound and soon, the ultimate one appears, “It’s too late to call”. I know all of these excuses, because I have used every one. The more often I used them, the less business I have had and the lower my paychecks.
Success in the direct selling industry is based on relationships, so it only stands to reason that quality communication is a vital skill to be acquired. Traditionally, the phone has been a top method. The underlying cause of phone a phobia is fear, in specific the fear of rejection. In order to be rejected, one usually must ask for something. What if the focus of the calls shifted from asking for what we want, to building a relationship? Who do you always say yes to? In my life, it’s the people I know, like and trust. These are the ones I care about and who care about me, my friends, family and some business partners. The business partners I know, like and trust are the ones who take time to get to know me. They are the ones who share who they are and how they will serve me or fulfill a need of mine. They demonstrate through their communication what they have to offer, and then I ask for their service or product. Maybe phone a phobia is all about the wrong expectations. If the goal is to communicate and build a relationship, what is the risk of rejection? Lower the risk of rejection and you will lower the fear.
How do you start this shift? Determine what you have to give. Can you offer service? Can you just say thank you? Is there something that would enhance the product your customer has already purchased? Try some of these: a new way to clean the jewelry, a new benefit of the health product or a recipe for the tool. Focus your call on giving. Do this more than once with the same customer or product. Give value. When it’s time to ask, you customers will know you, like you and trust you. They will say yes.
Mary McLoughlin
614.850.9965
www.marymcloughlin.com
P.S. To learn ways to give value to your customer via the internet, go to www.mlmabundantfaith.com
