Are you not getting the results or reception you want when you are calling a new prospect? Been hung up on one too many times? Planning and strategizing are so fundamental to effective calling. At York Consulting, we totally understand this, as we have been prospecting on behalf of our clients for years!
Most businesses think that having a list of potential clients and a phone is all you need to start, but there is more to it than just those things. Like any process in an organization, making these calls shouldn’t be yet another ad hoc tactic, but rather it requires thought-out strategies on how to make the most of these “only have one shot” calls.
Is there such a thing as “prospecting strategies”? Absolutely! Only after your company has prospecting strategies in place are you equipped to deliver to your fullest potential. Here are some key prospecting strategies that will help your business gain more qualified leads per phone call:
1. Have a great opening – we mean a really great opening!
The first 15 seconds of a prospecting call are the most important. It’s during this time that your prospect will make the decision whether to stay on the line, or end the call, often times rather abruptly. Haven’t we all been guilty of this? In order to hook them, you need to have a stellar opening statement prepared, following a script yet sounding casual – winging it is risky in these first few crucial seconds.
2. Listen, don’t just talk
Many prospectors make the mistake of dumping information on their prospect over the phone. This seems pushy and is a turn-off. Instead, spend more time listening to what your prospect has to say and answering their questions. This will make you come across as more of an expert advisor rather than a self-interested salesperson.
3. Speak like you’re talking to a friend
Your tone of voice and manner of speaking make all the difference. Keep the conversation light and as natural as possible. Avoid treating the phone call like a formal presentation but rather as a genuine conversation with a friend. This will increase trust among your prospect, in effect increasing your chances of gaining a qualified lead.
4. Take rejection as motivation
Accepting that rejection is part of the process and learning how to become motivated by it is the key to successful prospecting. This strategy is about understanding that it can evolve over time and experience. As difficult as it may be, view rejection as a learning opportunity instead of a setback. When you reflect on what it was that went wrong during your call, you will be able to know how to improve your approach.
5. Focus on trust
One of the biggest mistakes prospectors make is focusing purely on making a sale rather than building trust. If you approach a call with the sole goal of making a sale, your prospect will see right through you. Instead, focus first on creating trust with your prospect. Trust is the essence of building a genuine relationship, and this is what will turn into sales.
Strategies need to be developed to fine-tune all types of telephone prospecting. These strategies are just the beginning, and we can help you manage the process and get the leads you need.
