1. Make the call about the prospect not about you.
The reason for the call must be based around providing the prospect with information or insight they will find of value.
2. Speak with energy and believe in yourself.
If you don’t believe in yourself and speak with confidence and energy, why should you expect the prospect to pay attention?
3. Keep your voicemails short — never longer than 14-seconds.
That means you need to know ahead of time what you’re going to say.
4. Be prepared regardless of whether the call gets answered.
Typically, calls can go one of 3 ways — a gatekeeper answers, it rolls to voicemail or the prospect you want to reach answers. Each one requires a different type of response from you. Be prepared no matter which way it goes.
5. Always use a high-quality headset to make your calls.
We are more effective in our communication when we speak with our hands even when the other person can’t see us.
6. Use the day wisely.
Many prospects are best reached before 8 AM or after 5 PM. Experiment with different times to learn what types of prospects are most likely to respond at what time.
7. Never think one call is all it’s going to take.
Be prepared to call the same prospect a number of times to finally be able to breakthrough. A strategy I like is 6 contacts in a month. If after a month I’m not successful, I will then back off for 60 to 90 days and then repeat the process.
8. Always record the day and time you make a call and what you stated in your voicemail.
Never leave the same voicemail twice and never call again at the same time of day or day of the week. You will increase your odds of reaching the person by trying different days and different times.
9. Calling at the top of the hour is a very effective way to reach busy people.
Most meetings start at the top of the hour, which means the one time you might be able to catch the person is just before a meeting starts.
10. Never give up.
It’s easy to think the telephone isn’t effective and that using email or even social media is the way to go. Only reason people think that is because they are not willing to put in the effort and time to make telephone prospecting a part of their overall prospecting plan.
Want more in-depth discussion on these 10 prospecting insights, as well as tripling your sales in the next 30 days or less?
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.