Are you reluctant to call your prospects?
I would be lying if I were to tell you salespeople love calling their prospects. Even though prospects represent your revenue and it should be a joy, somehow the more glamorous projects of collaboration, writing books, speaking engagements etc. are far more appealing than anticipation of making these necessary calls. They represent the unknown, and to some these calls become fearsome.
For those of you who are truly afraid of making follow-up calls to your prospects or cold calls, there are a number of things you can do to relieve the tension. I’ll list just a few.
Call Your Prospects Today Using These Tips:
1. Gain familiarity with their business first to boost your confidence prior to the call.
2. Call a friendly client first, have a good chat, and then make your needed call.
3. Change your mindset from “dreaded call” to “golden opportunity ahead”
4. Smile and practice putting enthusiasm in your voice
5. Create a daily minimum list of 10 people to call knowing one or two will become clients
6. Find a countability partner to hold you to your daily 10.
The follow-up piece is part of your promise made to your prospect. By making the call you will build your relationships. Trust will build thus increasing the possibility of conducting business.
As you gain a process and rhythm for making new calls, your business development will take off, and you will attract more prospects into your sales funnel. Giving yourself a pep talk each morning to call your prospects will help and serve you well on all fronts. Your marketing effort will turn into more closed sales, and they will become a Smooth Sale!
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