Scaredy Cat Series: Fear of Change
Changing your routine or your sales approach is daunting, but it’s not impossible.
James Prochaska, a famous psychologist, developed a model calledThe Transtheoretical Model of Behavior. Prochaska’s model pinpoints the stages a person goes through in order to adopt new habits or form new behaviors.
So, in the spirit of overcoming our fears, let’s walk through the process of how to change your current sales approach.
Step 1: Precontemplation Stage
You’ve sent a plethora of emails to prospects, but your emails aren’t engaging or driving desirable actions—ugh.
With this knowledge, do you continue to with your current sales process, or do you look for something new?
First consider “looking at the positive outcomes of changing or… how your [current] behavior may conflict with your personal goals or values can also prove to be helpful.”
What kind of impression do you want to leave on future clients? How do your current emails convey your messages?
A plain-text email can get lost in your prospect’s inbox and often get misinterpreted. Adding a face to the name increases open rates and engagement.
Enter: Video email.
Step 2: Contemplation
Changing from plain-text to video email is easier if you identify the benefits.
Break down why you’re hesitant to change your sales process. The breakdown below identifies the potential obstacles and benefits of changing plain-text emails to video emails.
Sending Plain-text Emails V.S. Video Emails
Advantages of Continuing with Plain-text: Less effort, sticks with the status quo, and you don’t have to get in front of a camera.
Disadvantages of Continuing with Plain-text: Response/open rates are low, emails get sent to spam or get ignored, and plain-text email can cause miscommunications.
Advantages of Changingto Video Email: Improve response rates/open rates, strengthen business relationships, and leave a lasting impression.
Disadvantages of Changing to Video Email: You might have to get out of mycomfort zone.
You can use this method to flush out the advantages and disadvantages of a change to help you move onto the preparation stage.
Step 3: Preparation Stage
Alright, at this point you’ve decided you want to change your sales process and incorporate video email.
Cue the trumpet! ?
But you’re not done yet. In order to progress to the next step, you need to make a foolproof plan
Contact a video expert to coach you through the process. Not only will you learn how to create awesome videos, they keep you on track.
Make sure you set a goal, like creating two videos on your first day or five in your first week. To help you get started here are some tips when recording a video.
Lastly, don’t forget to include positive reinforcement. Reward yourself for taking small steps to change your sales approach. Go out for some ice cream or buy a cup of coffee. Treat yourself!
Step 4: Action Stage
Hold-up, you just went from planning to doing! By committing to a plan for8-10 weeks you’ve managed to change your sales approach. According to James Clear (and science), “it takes more than 2 months before a new behavior becomes automatic — 66 days to be exact.”
Not too shabby! Prochaska would be proud.
Step 5: Maintenance Stage
Video email is now your go to sales tool and you will never have to work hard again!
As much as we’d like that for you, any change you make in life requires some work. Relapsing into old behavior can be tempting and sometimes unnoticeable.
You can always adjust your action plan or get some one-on-one time with a video coach. Or, you can get some inspiration from the a video email blog (hint, hint).
Show Fear Who’s the Boss!
The fear of change is rooted deeply in all of us, but don’t let it get in the way of your success.
Wait, you’re scared of the camera? You’re in luck! Learn how to overcome camera fright here.