Here’s an interesting one, “going blank.” I find this can be a rather common situation when a job searcher is confronted by an obstacle on a networking or job lead cold call.

This was an admission from a job-search client I recently worked with. I had suggested to her that to separate from the pack (of job searchers) she should consider foregoing the usual trolling on job posting boards and to engage in a call-in campaign to targeted companies.

“I can’t,” she whispered with a slight tremble.  “It’s easy for me to open the conversation.  It’s easy for me to sound intelligent and relevant as long as the call is going well.  But if I get a sudden no, or a why?, or some other kind of remark I’m not prepared for, I go blank.  My mind turns off.  I can’t access my brains database for the inventory of comebacks, responses, or objection-overcoming thoughts.” She was staring at me with that blank “no-one’s home-look” like she must have had when she found herself stuck on a call.

I bring this up to describe a bigger point.  It’s not the issue of going blank, everyone can experience it. But the issue of the fear of going blank is the bigger issue. This client was so fearful of blanking out and feeling the embarrassment, she really had a problem in starting the calling process. And with this looming fear, she made very few calls.  Not a good solution to finding a job.

Preparing a sequence of calls will enable you to see as many customers as possible in the least amount of time.
Doing this will also leave you time to accomplish the following:

Create Your Own Message

You have the option to record your own message or use a voice talent if you prefer. Reading your own message will personalize your offer if that’s your goal. You might begin your message with, “Hi, I’m ___ with the Widget Company, and I’d like to briefly explain why your business needs ___.” Of course, you fill in the blanks and add or change the words as needed. Whether you’re the owner of the company or a sales representative, you’ll notice that most prospects are excited when they realize you’re the same person that was speaking on the recording.

Your message should be carefully thought out and written down. Practice a few times before recording, and be sure to record with enthusiasm….but not overkill. Your voice broadcasting message should not sound like a “broadcast” but you should talk as if you’re actually speaking with an individual. Talk slowly and confidently without pressuring. Your goal should be to get a response – stir curiosity just enough for an inquiry. Make a short, simple offer they can’t refuse!

Again, this isn’t about the going blank. It’s about what you can do to thaw that freeze-up before the call is ended in embarrassment. Your reason to make a difficult call is yours. You’ve thought about it and your reasons are sound and good and justifiable.  Your message should be pretty easy to develop. But when you get a reply you get stuck on, you need to think about a quick strategy angle.  That’s when you unload your “safety valve question,” or any other comeback you think will reset the table.

Back to my client. She called me recently and enthusiastically boasted about getting stuck on a call. She had gone blank, but quickly turned to a “help me” strategy question. It worked. She was beaming that the results led her to being passed along to a national director, well past her expectation.

This just supports the belief that being prepared is one of  the underlying cures for getting past phone fear and making the call

Resource Author Francisco R. Higueras
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