How To Call Leads Effectively
When it comes to calling prospects, the telephone becomes a
three hundred and fifty pound weight for some individuals. I'm
going to share some secrets with you that will rid you of
your apprehension to pick up that phone!
If your home business relies on you calling leads and prospects,
I guarantee you that your success or failure is directly
in keeping with your ability or reluctance to pick up the phone!
If you've read many of my ramblings, you've already realized
that I take everything down to its simplest form. Calling leads
is no different. If you look at your phone with fear or
trepidation, you may build a mediocre business. However, you'll
never reach the heights of success you're capable. It's really
that simple.
Well, fear not! Follow these simple and straight forward tips to
overcome your phone-phobia!- Grab yourself a
pen and some paper and write down the purpose of calling
your prospect. If your initial contact is to make an appointment
for a presentation, write that down. If your purpose is to sell
them your product, write that down. You must be aware and
mindful of your purpose.
- Write down a 45 second
commercial about your product or service. When I say,
commercial, I don't mean 45 seconds of fluff and hype. Make it
an informative teaser that will lead your prospect to
your purpose.
- Write down your own 45 second
testimonial about why you started your own business and
how your product or service has changed your life.
- Be
aware and be prepared for objections. If you know what
the typical objections are, write them down and then address
them on paper. That way, you'll be able to deal with them when
they arise. For example, if you know a common objection is "I
don't have time", write down how your product or service saves
time. You'll then be able to say "And that's exactly why you
need ....."
- Now that you have the bare bones of your
"script", write out your outline of what you're going to
say. However, don't be rigid about it. This is supposed to be an
outline, not something you'll regurgitate verbatim each time you
call a prospect.
- Practice with anyone and everyone who
will stand still long enough for you! Ask them to respond to you
the way they would if it were a complete stranger calling them.
Ask them to come up with objections. This is role playing
and it is most definitely one of the best tools you can use to
become comfortable with calling your leads.
- Telephone
posture is extremely important. People feed off your
posture. You must be professional and have a smile
on your face while on the phone. As strange as it may seem,
smiles do travel through phone lines. If you sit up straight in
your chair, put a smile on your face while being mindful of your
purpose, I guarantee your success will at least
double!
- Ask questions that will elicit positive
responses. Doing so, puts your prospect in a naturally
receptive frame of mind. Calling a lead is not meant to be a
monologue. Include them in the conversation. Get to know
them and their hot buttons. What this means is if your business
sells safe and educational children's toys at wholesale prices,
find out if your prospect is a mother or grandmother of young
children. Ask them if they're concerned with their child's
education and safety. Ask them if they've ever wanted to give
their child a toy they knew would help with their child's
development and wouldn't cost an arm and a leg.
- Be
thankful for immediate No's! Personally, I'm happy when someone
says No right off the bat. That simply gives me more time to
spend with the receptive individuals. Don't waste your
time trying to convert the No's. Thank them for their time,
hang up the phone and say, Next!
- Here's a big
secret for those who are calling prospects to set up
presentation appointments! If your lead ever says to you, "This
doesn't sound like it's for me", you've said too much and
haven't kept your purpose in mind. If what you have to offer
requires a presentation in order for the individual to
understand, do not try to explain it on your initial call. It's
impossible to explain something that takes 15 or 20 minutes to
present. Your purpose is to set the appointment - that's it! If
they ask you to explain it, tell them you're on your way out the
door but you'd love to schedule a better time to tell them
everything you have to offer!
- Again, if you're calling
to set up presentation appointments, confirm the
appointment by email or call and leave a reminder message before
the actual appointment. Ask your prospect to contact you if he
or she is unable to attend.
- Finally, if your prospect is
not responding in the manner you'd like (i.e. being rude,
belligerent or argumentative), cut the conversation off by
saying, "I'm sorry, this doesn't seem to be something you're
interested in at the moment. Thank you for your time." Remember,
you are not at the mercy of your prospects and you should
never have to tolerate someone's rudeness or lack of
respect.
I hope that you've realized by now that calling prospects, when
done properly, is not an intimidating task at all. It will
become quite relaxing and you'll have a lot of fun
talking to people from different parts of the country!
Good luck and don't forget to smile!