How To
Call Leads Effectively
by: Dawn Roberts
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!
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About The Author:
The author, Dawn
Roberts, is the creator of www.Ideas-For-Home-Businesses.com
- your complete home business resource. IFHB will help you from
the planning stage, straight through to marketing your ideas
for home businesses! Learn how you can start, maintain and propel
a phenomenally successful home based business! |
