Tips and more tips on Phone Prospecting

• Stop calling it cold calling: You are not doing that. You’re calling a specifically curated list of contacts that exhibit many of the success factors of your current clients.
• Stay out of your head: Today people make and receive phone calls during business hours. Just do it. We all speak at 125 words per minute. We think at 450. Don’t think.
• Stress comes from winging it: I’d rather have 20 placed calls that are well researched vs. 80 “pitches.” Your voice sounds weak when you wing it and confident when you’re prepared.
• Use a script: But don’t fear coming off it. Scripts are great for consistently and provide direction for your calls.
• Start with the right mindset: Before picking up the phone to make a cold call, it’s important to get in the right headspace. Attitude is everything when you’re making cold calls. It’s easy to get discouraged so don’t allow doubt or fear to dictate your day.
• Show enthusiasm: The people you’re calling can feed off your personality so set a positive tone early. Aim for professionalism but talk to prospects in a way that’s friendly and approachable.
• Speak to a client type or persona: Recipients respond better to sellers when they know you understand them uniquely. Another reason not to wing it.
• Sell a meeting: Too many salespeople start pitching their service and get baited into defending it.That’s the not the purpose of phone prospecting. Sell a meeting – that’s it.
• Prepare for rejection: But... keep in mind most rejection comes from initial confusion on the part of the recipient. Speak slowly; let the prospect know why you’re calling and the value to THEM for being in the phone with you.
• Up your “issue fluency”: Prosects do NOT want to educate salespeople. Come prepared with key themes and value statements relevant to that person’s industry title and role. Google their job description for additional insights.
• You are at equal business stature: Too many prospectors are apologists. Stop using language like “Just wanted to reach out...” or “would love to learn more about you...” Instead state the purpose of  your call, the value to the prospect and segue to a meeting suggestion.
• Be upfront about why you’re calling: The fastest way to get a prospect to hang up is to beat around the bush about why you’re calling. So, when someone answers your cold call, briefly introduce yourself and the reason for your call.
• Be polite: After you’ve given a brief introduction, ask your prospect if you can share more. Avoid asking if it’s a good time to chat – the cynic in all of us is likely to say no. Be mindful of a prospect’s time but don’t be overly apologetic or deferential.
• Put your services in context: Phone outreach is not about listing your greatest achievements; rather it's about sharing specific insights around the problems you both share and linking your solutions to them. So, as you’re discussing a prospective client’s challenges or needs, tailor your insights to their specific situation and what value you can provide.

For more tips on prospecting or to provide prospecting training for your team, reach out to Bill Walton directly at bwalton@billwaltonsalestraining.com.