Let’s face it, telephone prospecting is tough. Here are a few tried and tested tips to make your cold-calling game more successful.
In this article:
- Don’t Be Afraid to Pick Up the Phone
- Call in Blocks of Time
- Call Similar Clients Together
- Call About Something Exciting or Valuable
- Maintain Perspective
The Simple Ways to Make Telephone Prospecting Easy
1. Don’t Be Afraid to Pick up the Phone
There is no better way to expand your business than to talk to new prospects. The easiest way to start a conversation with new people is to pick up the phone and call them – and it doesn’t have to be hard or unpleasant. Try to keep these principles in mind, and you’ll find prospecting by telephone is easier than you expect. You might even have fun doing it!
2. Call in Blocks of Time
When you get a good rhythm going, calling gets easier. Set some time aside, close your email, put your cell phone on vibrate, and make your calls. As you find your groove, you’ll find it gets easier.
3. Call Similar Clients Together
Instead of just culling through your CRM or database randomly, call thematically. For example, you could call only clients with mortgages that are rolling in the next six months, call everyone with between 20 and 30 percent vacancy, or only call people in a one or two block area. Calling similar clients lets you take what you hear on one call and use it with other prospects.
4. Call About Something Exciting or Valuable
I believe there is always a reason to call. When you know you have something valuable, your enthusiasm and confidence will come across and your prospects should respond. This is also a powerful brand building tool – instead of being an annoyance like most cold calls, your telephone call will be valuable to your client.
5. Maintain Perspective
No matter what you do, some of the people you contact will not react positively. It’s their loss. Move on and find someone else who appreciates the considerable value you can give them. Telephone prospecting is a numbers game, and occasional failed calls are part of the process.
One of the great things about prospecting by telephone is it can have an (almost) immediate impact on your business. If you talk to more people, you will meet with more people, thus have more opportunities to compete for sales or leasing engagements. Once you have the opportunity, all you have to do is close for the business. If that isn’t a great reason to shut down your web browser right now and do some sales prospecting, I don’t know what is!
Do you know the 4 prospecting questions prospects love to answer? Trying to figure out how to get your prospects to open up to you? In this free webinar session, Massimo Group COO Bo Barron shares the 4 golden questions you can use to take control of the conversation, and up your prospecting game. Watch the webinar here.
Editor’s Note: This article was originally published on March 29, 2018, and has been updated for quality and relevancy.