Your Absolute Guide to Contacting Prospects
When it comes to contacting prospects with the use of your phone, there are some important things that you have to take note of. For starters, when you call for the first time potential clients, you must make sure to consider how you call them at first so that you can ascertain if they will be interested in the product or service you are marketing. When you contact prospects, it is crucial that you are the one in charge of the conversation and not the other way around the time they pick up their phones. It is important that you are really able to talk to the person that you want to contact and not just leave a message for them. If you find out that the person you are planning to talk to is not yet available, ask for the time they are so that you can give them another important call.
If you are now in conversation with your prospects, you have some things to remember as well. Do not opt to give them close-ended questions. The reason for this is that when you only get yes and no answers, then you are not giving that person a chance to think for themselves. It is of utmost importance that you only throw open-ended questions at them because this can help them think more as well as make better conversations with you. When talking to potential clients over the phone, you must be objective in dealing with negative responses so that you will have decreased chances of getting totally refused at. During prospect client conversations, it is highly recommended that you use the echo method wisely. The following are some examples.
Prospect: As of this time, I cannot afford what you are offering.
Echo: So, when are you able to purchase our product?
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Prospect: I cannot seem to find any time.
Echo: When is the time to have the time, then?
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While on conversations with prospects, make sure that you listen to them like what they are exactly saying, and make sure that you let them do most of the talking. The call should be comprised of 70% theirs and only 30% yours.
Avoid having to ask them any permission From the outside, you are the interviewer of the conversation; so, you have to make sure to show them authority. If you ask for some permission, then you are putting yourself in a very weak position. Keep in mind that the person you are calling was the one asking to be called because they have initially responded to something you are looking for; so, they are the ones asking to be contacted.
If you talk about contacting prospects, bear in mind that a lot of people will be rejecting your offer because they are not familiar with such method; so, deal with such a thing. Just relax, take your time, as well as smile.