I’ve called thousands of prospects over the years and in that time I have learnt a few tips I thought you might like to see.
- You have to have a great opening line to grab attention. I hate it when people ask me – “how are you today?”. It puts me right into “defensive mode” – what is this person trying to sell me? Make a simple statement like – “thanks for taking my call [name], [pause] the reason for my call is…” and make sure you have a great reason to interrupt that persons day.
- Your tone of voice is everything. Watch you intonation and make sure you use a strong voice, not one that raises in intonation at the end of the sentence like a teenager describing something to their friend.
- Have a strong objective for the call, in other words – why are you calling! Have a compelling reason for that person to listen to your offer, cut to the point, tell them the top reasons why your clients buy / use your product / service. You have to get their attention real quick.
- Dealing with the gate-keeper… Just tell them “it’s [name] here for John is he in?”. Use a flat intonation and be short and sharp. When she asks “will he know what this is about?” you say “he should do”, now of course this is a play on words because you’re reckoning he should know what it is all about and she thinks from your comment that he should already know! Interesting isn’t it.
- You have to have some form of motivation to get through your call list. I use the old trick of calculating the average sale value and working out my conversion rate. In other words, if your average sales is $100 and you sell 1 in 10 over the phone, you have to have 9 people say no before the 10th says yes. Then working it back, every time someone says “NO” I have effectively earned $10, so its great when someone actually turns me down!
There’s a start, I’ll continue with the list in a later post.
— Si Harris