| So we all hate having to make telephone | | | | |
| appointments, it's a pretty thankless task at | | | | 9, Be persistent. Try varying your call |
| the best of times, but if you learn your | | | | patterns, call later, call early, call on a |
| craft well, at least you will be out there | | | | Friday afternoon, don't buy in to the myth |
| getting appointments and making things | | | | that there are times of the day not worth |
| happen. Just remember, if you sell a product | | | | calling, making appointments is like fishing. |
| worth say 5000 pounds, and it takes you 100 | | | | I have often abandoned a fishing location, |
| rejections to get that sale, then each of | | | | only to see another angler come in exactly |
| those rejections is worth £50.00. If you | | | | the same place and get a full net! Technique |
| were paid £50.00 just for getting a NO | | | | and belief are what matters. |
| each time, you'd be on that phone day and | | | | |
| night wouldn't you? | | | | 10, Get it out quickly. Prospects hate a |
| | | | drawling delivery, say it quick and keep it |
| These tips are just a few of the many | | | | sharp, not too quick, but just at a good |
| hundreds I could write from my 17 years | | | | pace, get to the point early, ask for what |
| experience of cold calling and appointment | | | | you want. |
| making. Nothing happens without a sale. | | | | |
| | | | 11, When speaking avoid filler words like er, |
| The tips. | | | | erm, y'know, they are diluting your delivery |
| | | | and make you sound clumsy. Just be aware of |
| 1, Be absolutely clear why you are making the | | | | what you are saying and 'kill the fill' You |
| call, establish in advance what it is you | | | | will get more appointments. |
| want to happen, structure the questions | | | | |
| around that outcome, remember - sell the | | | | 12, If not now when? Both if your prospect is |
| appointment, not the product! | | | | not available, or if your prospect has said |
| | | | there is a chance of an appointment, just not |
| 2, Basic politeness, not false, if you enjoy | | | | yet. Why is now not a good time? When will be |
| people, it shows, try to enjoy yourself, you | | | | better? Can we pencil that in the diary? |
| are a specialist in one of life's most noble | | | | |
| professions. be courteous, no matter what's | | | | 13, Have your diary at the ready, with a good |
| going on at the other end, you are the | | | | idea of how many appointments you are going |
| professional, prove it. | | | | to make. If your diary is not even open in |
| | | | your drawer, you are just programming |
| 3, Keep good records! So many telephone | | | | yourself to believe you aren't going to make |
| marketers lose the plot because they just | | | | any meetings. Have a positive expectation of |
| can't remember where they are up to with | | | | the appointments, how many, and when you are |
| their list, I have done this myself, | | | | going to schedule them. |
| re-calling a client I only just spoke to with | | | | |
| the same sales pitch! It's worth saving | | | | 14, As Henry Ford Said: "Whether you think |
| yourself this embarrassment just for the sake | | | | you can, or think you can't, you're right |
| of paying attention and making a few notes in | | | | either way." Think positive, take rejection |
| a system, not just a pad you might lose. | | | | and learn - It's not personal, enjoy it, it's |
| | | | made you stronger! Develop a formidable |
| 4, If you call an automated system, press | | | | mental attitude, read motivational books. |
| zero, it is usually a default for reception, | | | | |
| if that doesn't work and you are forced to | | | | 15, When you close on an appointment, confirm |
| listen to the whole menu of options, make a | | | | the details carefully, get the date right, |
| note of the option number for the next call | | | | confirm by email, offer that if the prospect |
| so you will save time. | | | | wishes to make any changes, they can feel |
| | | | free to. It will demonstrate you are a |
| 5, Tape the phone to your hand! Well that's | | | | professional, and not make the prospect feel |
| just metaphorically speaking. The point is, | | | | trapped and closed on. |
| just start phoning and keep at it, just | | | | |
| promise you will do a chunk of an hour to | | | | See for more information on Phil Ashforth's |
| start, no matter what, it is so easy to do | | | | Business Coaching. |
| anything but make the calls you know matter. | | | | |
| | | | Phil Ashforth has been involved in sales and |
| 6, Always address your prospects by their | | | | marketing for over the last twenty years. |
| title, i.e. Mr Jones, using first names on a | | | | Within that time he has held senior |
| cold call can appear to be over-familiar, I | | | | positions, assisting both large and |
| have been caught out a couple of times and | | | | small-scale enterprises with their sales and |
| learned very early its title first, until | | | | marketing strategy and implementation. |
| rapport is built between you. | | | | |
| | | | He holds a recognised marketing qualification |
| 7, Listen, Listen, Listen! So many sales | | | | (CIM) at post-graduate level and is a member |
| people miss this one, on the phone doing | | | | of several marketing bodies and attends |
| their script and not listening carefully to | | | | regular seminars for his commitment to |
| the response. Missing vital info and buying | | | | continual professional development. |
| signals. Try repeating each word your | | | | |
| prospect is saying in your head very shortly | | | | As a qualified and experienced business |
| after they have said it. It is a good | | | | growth coach, Philip has been trained by and |
| discipline to make sure you are using your | | | | is part of the Peter Thomson International |
| ears and mouth in the right order. | | | | Plc (PTI) network. PTI is the uk's largest |
| | | | business growth consultancy. He has also been |
| 8, Stay off the radar. Simply getting more | | | | trained by, and is a member of Europes |
| chances to be put through to a prospect by | | | | leading coaching organisation, The Coaching |
| not alerting the gatekeeper to who you are. | | | | Academy. |
| If the prospect is not there, just quickly | | | | |
| say you'll call later thanks, and off you go. | | | | Philip uses his extensive business and |
| I wouldn't usually leave a message until at | | | | personal experience to great effect, he |
| least a good number of attempts to get | | | | offers a coaching style that is simple, |
| through. | | | | intelligent and yet extremely insightful. |