Proactive Prospecting 2 – Conquer Call Reluctance

The hardest thing to do in business is to try to engage with someone you don’t know, especially if they are in a position of power. Whether you pick up the phone to call them, send an email, or reach out via social media, it is too easy for them to ignore you. 

Call reluctance can afflict salespeople at inopportune times. It can spread like a virus. Symptoms include extreme procrastination, severe distractions, and failure to block out a time and place for prospecting. If left unchecked, call reluctance can be fatal to your career. 

Here are two strategies for tackling call reluctance: 

Overcome Fear of Rejection

In his book The Success Principles, best-selling author and success coach Jack Canfield says: 

“Rejection is really a myth. It doesn’t really exist. It is simply a concept that you hold in your head. . . . some will, some won’t; so what—someone’s waiting.” 

Don’t take it personally. The faster you progress past the “No” and “Not interested” responses, the faster you will reach those prospective customers who are waiting to engage with you and who are interested in improving their business. 

Ignore the Sound of Silence

It is too easy to give up when a target customer is unresponsive. It is too easy to quickly assume that they are not interested, that they are too busy with other projects. If you are not getting return calls or messages and there is only silence on the target customer’s end, do not give up, because . . .

. . . silence does not mean NO. It just means silence. 

Don’t worry about why there is silence. You don’t know the reason. Just stay focused on your regular follow-up. Your persistence could eventually get rewarded. 

I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at