I recently attended a business weekend with other entrepreneurs where the emphasis was on sales growth and profitability. Several people said that if they could get on the telephone and make calls, their businesses would flourish. What was keeping them off the phone was not a mystery to me.
So, whatís keeping YOU off the phone? Is it fear? Fear is a compelling motivator because it can paralyze people into not taking action. After all, what if I call a prospect and they fail to talk with me? What if I call a prospect and they reject my product? What if I call a prospect and they reject ME? These are the types of comments I hear from people all the time.
The answer is simple. ìSo what?î Life is full of fear, and as professionals, we have to get over it and move on to achieve success. If your livelihood, self esteem, and promotability depend on your overcoming picking up the phone, youíd better warm up those ten-digit dialing apparatusí attached to the end of your arms.
In this months PINK magazine (www.pinkmagazine.com), my article called, ìMillion-Dollar Phone Callî was published. Below, Iím including the million dollar acronym on how to overcome your telephone fears, pick up the phone, and dial your way to telephone success:
M = Make at least 20 outbound calls a day. Just like the lottery, you canít win if you donít play.
I = Interest your customer with something more creative than, ìHow are you?î Youíll sound like an amateur telemarketer with that line. Try this on: ìHello, Janet. This is Renee Walkup with SalesPEAK. John Michaels said we need talk about your sales teamís need to boost profits.î
L = Listen between the lines for hidden meanings. You canít read body language over the phone, so clear your desk, your computer screen, and focus on the call.
L = Lead your customers through decisions by getting them to talk. Eliminate the urge to spill out all that you know in 3 minutes.
I = Influence change by identifying a problem, a need, a desire and that you have a solution.
O = Organize your call by having your list of questions and a plan of action in front of you. Call after hours and listen to the customerís voice mail prior to calling during regular business times. That way, you are better prepared for the call.
N = No need to travel to the customerís site. Save money and increase your companyís ROI by making an $18 call, instead of a $460 face-to-face call. (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
