This skill for me probably goes back to the farthest and I have had the most success and that’s how to be memorable on the phone!
Are you still using the phone to build your business? I hope so! I have been super fortunate to experience great success on the phone and want to show share how with you.
Pre-call mentality
- Confidence is key
- Energy is key
- Treat them like your best friend regardless of how well you know them
- Be determined to accomplish what you are calling for
- Being assumptive is key
- Assume they want to talk to you
- Call like you know them very well
- Don’t hesitate, always act like you know what you are doing
- Be prepared
- Have a script, not to read from, but as a base of how you want the call to go
- Know who the decision-maker is
Call
- Always ask questions to lead the person to the end result in you want
- My favorite phrase is “Are you locked in with your current company? Yes or no. Do you keep your options open if I could show you something significantly better?”
- “What do you love about your current vendor?”
- “What dont you like about your current vendor?”
- “So if I can keep doing what you love and significantly improve what you don’t like, do you see any other reason why you wouldn’t give me a shot?”
- Always keep the call brief
- Even though you called them, accomplish what you need and make it seem like you need to go, but you just wanted to establish a few things real quick
- Ask if you can send information and follow up next week
- This prevents them from saying “send me some information” or “let me think about it”
Post phone call
- Send thank you card thanking them for their time same day
- Send an email with appropriate information illustrating what you discussed on the call
- Set follow up call for one week
- If you miss them that following week, keep doubling the time in between calls until you call every six months then repeat
I recommend making at least 20 calls a day because:
- 20 calls
- 10 people pickup
- talk to 5 decision-makers
- 2 open to doing business
- 1 new client
That’s daily! Once you get the pipeline moving by staying consistent, this is what you can expect!
