Contacting Prospects by Telephone

Written by businessideas.info

In the business world, one often has to contact prospects by telephone. Many people find this easier than meeting with someone in person. However, it is important that you follow a set format in order to make the most out of each call. Even though you are not face to face, the scenario is the same; you are attempting to turn a prospect in to a customer.

The first step is to introduce yourself. Offer a greeting, such as "Good morning", or a similar phrase that reflects the time of day. A professional greeting such as this is more distinguishing than a simple hello. Then, talk about who you are and what you do. Do not be too specific, as you want to instill a fair amount of curiosity in the prospect. For example, if you sell security systems, you can say, "I work for a business that helps protect other companies' assets." The prospect does not know how you do said protecting, and they probably want to know more.

Take a moment to thank the potential client for giving you some of their valuable time. Doing this lets the prospect know that you are aware of the importance of their time, as well as that the call will not be exceedingly lengthy.

Next, tell the prospect why you are calling. This is the time to be more specific about what you do. Be persuasive, and ask compelling questions that require the prospect to do some higher level thinking. Describing your purpose should not take longer than a minute, unless your service requires in depth understanding.

If the prospect likes what you sell, they will be interested in arranging an appointment. For initial meetings, prospects do not like to use a lot of time, so tell them that you will only need twenty minutes. Offer a specific time to meet, such as 9:20AM or 3:40PM. Using an off time is a distinguishing tactic that lets the prospect know you are punctual and formal.

After the appointment has been made, be sure to send a thank you note, either by mail or email. Not only does this show your gratitude, but it also is a means of confirmation of the appointment with the prospect.