I'm too busy to make 'new' calls?

Sound familiar?

Without doubt, this is the #1 excuse I hear from my clients in the Welfare to Work, Social Care and Skills sector.

And I hear you!

BUT…

When we are focused on the ultimate aim of finding life changing opportunities for individuals, one of the QUICKEST ways of succeeding is getting on the phone.

The amount of time allocated to making new calls differs between organisations that I work with. Some simply cannot avoid making calls, it’s a key performance indicator within their job role and they are expected to allocate time to this important task. Others just try to ‘fit it in’ to their working week, and it often ends up as an afterthought.

No matter which camp you fall into, I hear the same phrase over and over again:

I’m too busy to make calls.

What does that really mean?

I don’t doubt that you’re busy. Believe me, I’ve been there, done that, and got the t-shirt.

But it’s important to qualify what kind of busy you are…        

• Too busy because we are short staffed, and the organisation won’t replace the person that’s left so I haven’t got time to breathe, never mind making calls.
• Too busy due to having a ‘caseload’ that is way too huge and making calls will mean not being able to see more customers
• Too busy because the admin is enormous
• Too busy because, if I’m honest, I hate making those type of calls, so I’ll come up with an excuse
• Too busy because I don’t see myself as a salesperson
•  Too busy because I really don’t know what to say or where to start.

Which ‘too busy’ are you?

When it comes down to productivity, you may have heard the phrase ‘work smarter, not harder’

Your time is precious and maximising it (without forgetting about your biggest asset, the telephone) will support you in achieving great results.

Here are some quick and easy way to avoid falling into the ‘too busy’ trap:

1.      Change your mindset

Find 30 minutes in the day to make calls. It doesn’t have to be every day, but it does need to be consistent. A few proactive and structured telephone calls could change the lives of the individuals you are working with, so make a plan and stick to it!

2.      Block out your diary

Just like a meeting or an appointment that cannot be moved, make a date with yourself and ringfence that time for making calls.

3.      Buddy up with a colleague

Nothing beats working together, and this strategy is the perfect way to stay on track when it comes to prospecting by telephone. Agree with a colleague a time to make calls and hold each other accountable. Schedule some time in afterwards for a discussion about what went well and what didn’t go so well. Learning from one another, knowing you’re not alone in your experiences, and supporting each other is hands down the best way to improve.

4.      Get your manager to choose

If you genuinely can’t find time due to a heavy workload yet find you’re under immense pressure from above to make calls, don’t be afraid to broach the subject with your manager. Confirm that you can allocate some time during your working week to get on the telephone, but this means that something may not get done as aresult. Leave it in their hands as to which task they’d like you to prioritise and work accordingly to that.

5.      Confidence comes from ‘doing’

If you don’t know what to say or where to start, the best place to boost your confidence is by taking action. Often, the fear of picking up the telephone holds a lot of good employees back. If you don’t try, you’ll never get better and the task will seem so huge you won’t be able to tackle it. Find the energy, make a plan, and give it a go. Practice doesn’t make perfect, it makes progress.

6.      Be true to you

Many people use ‘I’m busy’ as an excuse to avoid telephone prospecting because they aren’t confident in their ability to do it, or it makes them anxious. Hiding from the problem won’t make it any better, in fact it will make it worse and your performance will suffer as a result. Be honest with yourself when you analyse your reasoning and get to the root of exactly what you’re feeling. When you know and understand your motivation for avoiding it, you can reach out for support and put a plan in place to improve.

Finding times to prospect by telephone is crucial to succeeding in your job role. In finding the time and making it a priority, you (like many others) will start to feel the benefits of speaking to employers on the telephone. From boosting your confidence to placing individuals in a new work or training opportunity, a bit of practice, self-belief and organisation can see huge results when you decide to take the leap!

Want more?

Why not join me for my next up & coming free online training session in February [35 minute duration] specifically for those within the Welfare to Work, Social Care and Skills sector.

Get more information below by clicking the link: Please do share with others within your network if they are welfare to work, social care or skills organisations.

Thanks for reading

Audrey Bodman - Specialist trainer in telephone techniques / Email: [email protected]