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Our top 10 tips for effective telephone prospecting

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…

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.