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