Wouldn’t it be great to talk to 10 or 20 people today that wanted to hear from you and who could also help you make money? Well its not as difficult as you might think. And during these economic times you certainly can’t waste a single prospect. So, consider committing to making a self-imposed daily quota of outbound phone calls to keep your pipeline of prospective sales full.
Have you ever encountered this obstacle in making calls yourself? “I feel that I’m intruding and will just annoy the customer.”
Well guess what, you could be right. That may be what you’ve experienced before. With the wrong approach, anyone can quickly alienate 100% of the people 100% of the time.
But consider this formula that will give you positive outcomes to your outbound calls, every time:
- Before making a call, firmly define in your mind how you will provide value to the person you’re calling
- Prepare a concise and relevant opening line
- Give them control over continuing the conversation
1. Define in your mind how you will provide value to the person you’re calling
For example, try this typical prospecting effort: “This customer was looking for a car but they may not have found one yet that met their needs. Let’s see if I can help them now.” Recognize the emphasis on helping them. Get in the right frame of mind to connect with them. Show them you care. They will notice and respond positively, but you’ll need to feel it in your heart, first.
2. Prepare a concise and relevant opening line
This opening works amazingly well: “Hello, I’m [yourname] calling from [yourstore] about your [make model*] … [short pause] … did I catch you at a bad time? [wait for their response]” In most cases, they will say something much like this, “Actually I am busy, but I have a few seconds. What did you call about?” Now you have about 30 seconds to tell them how you can help them and then get their feedback.
From this point, it’s all about you and your ability to connect. The hard part is over. The ice has been broken. Take a moment and reflect on this call. It was easy to make. The person receiving the call gave us permission to talk more. And, in the end, they shared exactly what we need to do to earn their business.
*Quick Note: Referencing the car they currently own—if you can—has the strongest impact. It demonstrates to them that you’re not just some mindless, cold-calling telemarketer, but someone who understands some important details of their personal circumstances. And the car they drive is very important to them.
3. Give them them control over continuing the conversation
The ending, “Did I catch you at a bad time?” really works. Firstly, if you did catch them at a bad time, stop! You’ll just burn your opportunity to earn their business later. Gracefully exit the call and try again later. By asking the question in this way, you’ve made it easy for them to end, while reserving your chance to get back to them at a better time. It also surprises them—in good way. After your quick introduction, their mind will starting thinking, “oh no, not a telemarker…” but right at that moment, you ask them this question. This unexpected twist, will change their perspective and open them up to your conversation—unless it was truly a “bad time to talk.”
Give it a try. It works.
If you’d like some specific advice to fit your particular situation, just let me know.