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Sign into your accountWhat to Say When You Call Your Database
July 01 2013
Many professionals have a part of their job they are not confident in, and for many of my first time clients, that obstacle is prospecting their database. Why? Simply put, because they don't know what to say. With a few simple yet powerful techniques, this can be a fear of the past. And, with the best scripts in the business, lead generation can be easy, fun and very profitable.
Once you decide on the appropriate script practice it, post it and follow it as you make your calls. Staying on script burns less energy and dramatically increases your results, and takes the pressure off you.
Here are a few rules to get you moving in the right direction:
1. Relax. Mirror and match your prospect's rate of speech and tonality. This will help you avoid sounding like a telemarketer.
2. Take the first 15-35 seconds to "build the bridge." Basically, you are reestablishing your connection with the main goal of building a much stronger relationship for the future. Ask questions like, "How is your family? What has changed since I spoke with you last?" Just a little chit chat to warm them up. Remember to keep it all about them!