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TELEPHONE TIPS FOR SELLING YOUR SKILLS

Here's How to Make a Prospect's Voice Mail Work for You

By Gregory F. Brennan

When you call for an appointment to offer your professional skills to prospects, you'll often wind up leaving a voice-mail message. Here are a few tips to get the prospect to return your call.

 

1. Plan Your Call--Overcome any nervousness by writing down and rehearsing your opening comments ahead of time. Reiterate your introductory letter by BRIEFLY telling the prospect how you got his name, how you can help him meet his business needs, and how you've similarly helped other companies.

2. Tell the Prospect When You Expect to be in Your Office--That way he can call you if he gets the chance.

3. Tell the Prospect When You Plan to Call Again--This is really a contract with yourself to make the second call.

4. Leave Your Name and Number--Do this slowly and be sure to repeat it.

5. Be Enthusiastic When You Call--Enthusiasm is infectious, and having it can make the difference in getting a call returned.

6. Continue to Call Frequently--Many people are reticent to call frequently enough. As a result, they never get through to the prospect. People don't call frequently enough because they fear offending the prospect. To overcome this concern, keep in mind that busy people are the people who will most likely seek your services and hire you. Remember that if you DON'T speak with the prospect, you WON'T get the business.

7. Call at Different Times of the Day--We all have our own work patterns. Some of us get into the office early, others stay late. If you never reach your prospect when you call at 11:00 AM, call at 7:30 (AM or PM). Keep trying different times until you catch the prospect at his desk.

8. Get Tough if You Don't Get a Response--Contrary to conventional wisdom, if you know that the prospect can really use your skills, but he hasn't responded to your numerous calls, get tough. You have nothing to lose. Don't be rude, but underscore the benefits you bring to the table, and ask the prospect to let you know whether or not he is interested in meeting with you. He will save both of you a lot of time if he'll tell you he's not interested. Tell the prospect that you intend to continue calling until you hear from him one way or the other. And keep calling.

9. Be Persistent--Things worth having--like new clients--are worth working for. Keep calling a prospect until you know for certain that he'll never hire you. That means until he TELLS YOU NOT TO CALL. You can always fit a quick phone call to a prospect into your weekly schedule.

Gregory F. Brennan is the author of SUCCESSFULLY SELF-EMPLOYED (Upstart Publishing, Co.). He is an expert in starting and running a professional services business. The book is available at local bookstores or directly from the publisher. Upstart Publishing Company, 155 N. Wacker Drive, Chicago, IL 60606-1719 1-800-829-7934

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