| So we all hate having to make telephone
| |
| | 9, Be persistent. Try varying your call
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| appointments, it's a pretty thankless
| |
| | patterns, call later, call early, call on
|
| task at the best of times, but if you
| |
| | a Friday afternoon, don't buy in to the
|
| learn your craft well, at least you will
| |
| | myth that there are times of the day not
|
| be out there getting appointments and
| |
| | worth calling, making appointments is
|
| making things happen. Just remember, if
| |
| | like fishing. I have often abandoned a
|
| you sell a product worth say 5000 pounds,
| |
| | fishing location, only to see another
|
| and it takes you 100 rejections to get
| |
| | angler come in exactly the same place and
|
| that sale, then each of those rejections
| |
| | get a full net! Technique and belief are
|
| is worth £50.00. If you were paid
| |
| | what matters.
|
| £50.00 just for getting a NO each time,
| |
| | 10, Get it out quickly. Prospects hate a
|
| you'd be on that phone day and night
| |
| | drawling delivery, say it quick and keep
|
| wouldn't you?
| |
| | it sharp, not too quick, but just at a
|
| These tips are just a few of the many
| |
| | good pace, get to the point early, ask
|
| hundreds I could write from my 17 years
| |
| | for what you want.
|
| experience of cold calling and
| |
| | 11, When speaking avoid filler words like
|
| appointment making. Nothing happens
| |
| | er, erm, y'know, they are diluting your
|
| without a sale.
| |
| | delivery and make you sound clumsy. Just
|
| The tips.
| |
| | be aware of what you are saying and 'kill
|
| 1, Be absolutely clear why you are making
| |
| | the fill' You will get more appointments.
|
| the call, establish in advance what it is
| |
| | 12, If not now when? Both if your
|
| you want to happen, structure the
| |
| | prospect is not available, or if your
|
| questions around that outcome, remember -
| |
| | prospect has said there is a chance of an
|
| sell the appointment, not the product!
| |
| | appointment, just not yet. Why is now not
|
| 2, Basic politeness, not false, if you
| |
| | a good time? When will be better? Can we
|
| enjoy people, it shows, try to enjoy
| |
| | pencil that in the diary?
|
| yourself, you are a specialist in one of
| |
| | 13, Have your diary at the ready, with a
|
| life's most noble professions. be
| |
| | good idea of how many appointments you
|
| courteous, no matter what's going on at
| |
| | are going to make. If your diary is not
|
| the other end, you are the professional,
| |
| | even open in your drawer, you are just
|
| prove it.
| |
| | programming yourself to believe you
|
| 3, Keep good records! So many telephone
| |
| | aren't going to make any meetings. Have a
|
| marketers lose the plot because they just
| |
| | positive expectation of the appointments,
|
| can't remember where they are up to with
| |
| | how many, and when you are going to
|
| their list, I have done this myself,
| |
| | schedule them.
|
| re-calling a client I only just spoke to
| |
| | 14, As Henry Ford Said: "Whether you
|
| with the same sales pitch! It's worth
| |
| | think you can, or think you can't, you're
|
| saving yourself this embarrassment just
| |
| | right either way." Think positive, take
|
| for the sake of paying attention and
| |
| | rejection and learn - It's not personal,
|
| making a few notes in a system, not just
| |
| | enjoy it, it's made you stronger! Develop
|
| a pad you might lose.
| |
| | a formidable mental attitude, read
|
| 4, If you call an automated system, press
| |
| | motivational books.
|
| zero, it is usually a default for
| |
| | 15, When you close on an appointment,
|
| reception, if that doesn't work and you
| |
| | confirm the details carefully, get the
|
| are forced to listen to the whole menu of
| |
| | date right, confirm by email, offer that
|
| options, make a note of the option number
| |
| | if the prospect wishes to make any
|
| for the next call so you will save time.
| |
| | changes, they can feel free to. It will
|
| 5, Tape the phone to your hand! Well
| |
| | demonstrate you are a professional, and
|
| that's just metaphorically speaking. The
| |
| | not make the prospect feel trapped and
|
| point is, just start phoning and keep at
| |
| | closed on.
|
| it, just promise you will do a chunk of
| |
| | See for more information on Phil
|
| an hour to start, no matter what, it is
| |
| | Ashforth's Business Coaching.
|
| so easy to do anything but make the calls
| |
| | Phil Ashforth has been involved in sales
|
| you know matter.
| |
| | and marketing for over the last twenty
|
| 6, Always address your prospects by their
| |
| | years. Within that time he has held
|
| title, i.e. Mr Jones, using first names
| |
| | senior positions, assisting both large
|
| on a cold call can appear to be
| |
| | and small-scale enterprises with their
|
| over-familiar, I have been caught out a
| |
| | sales and marketing strategy and
|
| couple of times and learned very early
| |
| | implementation.
|
| its title first, until rapport is built
| |
| | He holds a recognised marketing
|
| between you.
| |
| | qualification (CIM) at post-graduate
|
| 7, Listen, Listen, Listen! So many sales
| |
| | level and is a member of several
|
| people miss this one, on the phone doing
| |
| | marketing bodies and attends regular
|
| their script and not listening carefully
| |
| | seminars for his commitment to continual
|
| to the response. Missing vital info and
| |
| | professional development.
|
| buying signals. Try repeating each word
| |
| | As a qualified and experienced business
|
| your prospect is saying in your head very
| |
| | growth coach, Philip has been trained by
|
| shortly after they have said it. It is a
| |
| | and is part of the Peter Thomson
|
| good discipline to make sure you are
| |
| | International Plc (PTI) network. PTI is
|
| using your ears and mouth in the right
| |
| | the uk's largest business growth
|
| order.
| |
| | consultancy. He has also been trained by,
|
| 8, Stay off the radar. Simply getting
| |
| | and is a member of Europes leading
|
| more chances to be put through to a
| |
| | coaching organisation, The Coaching
|
| prospect by not alerting the gatekeeper
| |
| | Academy.
|
| to who you are. If the prospect is not
| |
| | Philip uses his extensive business and
|
| there, just quickly say you'll call later
| |
| | personal experience to great effect, he
|
| thanks, and off you go. I wouldn't
| |
| | offers a coaching style that is simple,
|
| usually leave a message until at least a
| |
| | intelligent and yet extremely insightful.
|
| good number of attempts to get through.
| |
| |
|
