If you’d like to be more effective when it comes to telephone prospecting then there are some simple ways to do it. These are our top 10 tips for getting more from the effort that you put in.
- Prepare a range of responses. Each call will either go to voicemail, be answered by the prospect or someone who handles the prospect’s calls. You need to have the right response prepared for each one of these scenarios so that you don’t waste time or opportunities.
- Find the right time of day. The more you experiment with call times the more likely you are to see patterns. The reality is that you may have a higher chance of success with some prospects before 9am and with others after 5pm. Experiment as you gain experience so that you have more of an idea of what is likely to work with each one.
- If you don’t believe in yourself why should they? Self-belief is essential if you want to get better at telephone prospecting. If you sound positive, energised and like you’re backing your own words then it’s likely your prospect will too.
- Focus on who you’re speaking to. If all you’re doing on the call is talking about yourself or the product you’ll struggle. Instead, focus on the prospect, what their needs are and what information they will find valuable.
- If you’re leaving a voicemail, be brief. Make sure you know what to say on a voicemail in advance of the call so that you don’t waffle. Keep it to 15 seconds and be succinct.
- Vary your approach. If you don’t get through on one day make sure that the next call is a different time on a different day otherwise you’re effectively just duplicating effort. It’s also important to make sure that you don’t leave the same voicemail twice so keep a record of what you’ve said, and when.
- Free up your hands. We are usually much more effective at being convincing if we’re able to use our hands expressively while talking. Even if the prospect can’t see you, being hands free can make you more compelling. That may require you to wear a headset.
- You may not get through straight away. It can take multiple attempts to break through to a prospect so if this doesn’t happen immediately that’s no reason to just give up. Plan for 4-6 contacts and if nothing is achieved after that then back off for a month or so and try again.
- Think about the other person’s schedule. For example, most meetings start on the hour so if you call five minutes before you might just be able to catch them.
- Stay the course. Telephone prospecting is very effective but persistence is essential – be ready to keep trying to achieve those exciting breakthroughs.
These are just some of the ways that you can be more effective when it comes to what you can achieve with telephone prospecting.
Find out more by booking onto our Advanced Telephone Prospecting Training Course…