On Turning Molehills into Mountains...and back again

Isn't it funny how sometimes it's the simplest things that we turn into huge, unwieldy obstacles? I'm finding any excuse to avoid picking up the phone and calling people I've met at networking events - even though when I met them in person I had no trouble striking up a conversation and getting on very well with them. I know I need to follow up on last week's mailshot and I even know what I want to say, and yet still I'm finding reasons not to pick up the phone. Even writing this blog now is a form of procrastination!

But wait, maybe I can use the blog to coach myself over the blockage? It kind of worked last time, after all. OK then, first question:

• what's going on in my head right now?

a mixture of frustration at myself for being so wet, acknowledgement that an awful lot of people feel like this about making phone calls, and remembering advice from people to start gently by making one call a day, and to begin with "warm calling" (ie calling people you've already met and talked to) rather than "cold calling" (ringing complete strangers).

• and what else?

I'm trying to move from being frustrated with myself, to taking an objective view and being interested in what's going on for me. And so I find that what's interesting for me is that I find things which many people dread, like public speaking, really easy and rewarding to do and that makes me wonder whether I could view any potential phone call as a public speaking opportunity. Which firther leads me on to think that, although I've jsut said that I know what I want to say, maybe I should write myaself some prompt cards, just in case? I probably won't use them, but just writing things down helps to lodge them in my memory - and now I find I'm thinking about shopping lists - I tend to write out a shopping list and then not take it with me because I don't actually need it - the same applies with speaking notes.

• and what else?

that I could usefully give myself a break and stop being so hard on myself!Abd what's come from that thought is that, when I picture myself making these calls, I'm picturing spending hours on the phone and not stopping until I've got loads of work out of it, which is insane. So I'm working to an insane vision of success! Excellent, that's REALLY going to help!

• so what would be a more helpful vision of success?

well, I won't be working tomorrow because it's my lovely husband's birthday so I shall be spending the day cherishing him instead - so a more helpful vision of success would be for me to make 2 "warm calls" today, with the aim of gently reminding the recipients about my mailshot, and that we've met, and that I'm here. And I could also tell them about my free download, and my podcast, so that they can have a free taste of what I do as well.

• OK, so today you'll call 2 people you've met before, to make sure they got your mailshot and to tell them about a couple of new products you're offering. What do you want to leave them thinking after the conversation?

I want them to remember meeting me in person, and to remember that they expressed an interest in working with me when we met, and to give some thought to whether or not they want to take up the offer I made in the mailshot.

• So basically this call is to prompt them into thinking about using your services?

Yes - and that's where the problem lies because I don't want to be pushy.

• What does pushy mean to you?

It means in your face, demanding, salesy, not taking no for an answer

• That sounds like a list of negatives. Are they always negative qualities as far as you're concerned?

I suppose not, but I think in this instance they would be and that's not how I want to come across. I guess I could allay my own fears on that score by being upfront about my call - if I tell the person I'm calling that what I'm doing at the moment is making contact, then I won't feel bad about it.

I think I'm just going to bite the bullet and ring someone, get it over with, and then report back. That way I'll have achieved half of my goal already, and I'll have some feedback for myself. Right here goes...

Ok - I've made 2 calls because I only got voicemail for the first one (but I left a message!). From the second call, I gathered the information that last week's mailshot hadn't reached it's intended recipient - must follow that one up and see if any of the other ones have got lost - but once I'd explained what was in it, I was invited to send some details in as they are, right this minute, drawing up their learning and development plan for 2010 and would like to make some room for me in it. Woohoo!

• So, what have you learnt as a result of that exercise?

Well, I've reminded myself that I have felt like this before over the years, and whenever I've ignored the negative feelings and pressed ahead regardless, it's always turned out OK. I've had my confidence boosted and I've learnt (yet again, one day it'll stick!) that it's better to get something over and done with if the thought of it makes you anxious, rather than letting it fester. Or as someone once memorably said, it's better to eat the toad first thing in the morning because then you'll know you've already done that day's most unpleasant thing!

So, off to send an email to my contact, and then, who knows, I may REALLY overachieve, and make another phone call!!

Onwards and upwards...