1.) Give yourself breaks when you need them. Get up and stretch. Take a brief walk. Drink plenty of water so that you do not dehydrate. There is no sense in blowing leads simply because you are tired. You must, of course, distinguish between a legitimate need for a break and procrastinating and trying to put off making calls.
2) If you keep reaching a secretary or assistant, do not call that lead more than 3 times in one day. This is one reason to keep adding new names to your list. If you keep reaching voice mail however, you can call more frequently. In many states, it is possible to block your line so that the prospect will not see your name.
3) Prospect objections are a way of getting information about your prospect. Use the objections to get your prospect talking.
4) Your script must be written in a ‘real person’ conversational manner. People speak differently than they write. If your script is in written English, you will sound phony. Write your script the way you speak. Forget capitalization, punctuation or complete sentences. Real people don’t actually talk in complete sentences. You can underline or highlight the most important points of your script. If you have a hard time writing your script, speak into a tape recorder first, and then write it down.
5) Determine the benefits of what you are selling. That is the ‘what’s in it for me’ from your prospects’ point of view. ‘People want quarter-inch holes, not quarter-inch drills’. Focus on the benefits, and talk about the benefits. That is what will grab your prospects’ attention.
6) The intent of an introductory call is communication— two-way communication. You want your prospect to hear you, and you also want to hear them.
7) The biggest mistake that you can make when prospecting for new business is to stop. There is no new business without prospecting. The more calls you make, the more success you will have. The more doors you open, the more sales you will close. Keep calling.
8) Actively listen to what your prospect is saying. Take care not to project your fears and insecurities onto your prospect.
9) When a prospect puts you on a speakerphone, try whispering. They’ll more than likely pick up the receiver so that they can hear you.
10) People buy from people they like and people with whom they are comfortable. In the same way, your prospects schedule meetings with people they like and with whom they are comfortable. So be courteous, be genuine and listen. Give your prospect your complete attention.
Do you want more tips on building new customers in a down economy? The Queen’s eBook “101 Tips For Building New Customers in a Down Economy” is for you. In it you’ll find the above ten tips, plus 91 more business building tips and tricks – tried and tested by The Queen herself.© Copyright 2009 Wendy Weiss