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You just bought a lead list or perhaps you just joined the local chamber of commerce and you have that daunting list in front of you. Planning is the key, are you looking to recruit for your opportunity or introduce your product or service? Figure that out first, then you can work on your script or use one of sample scripts provided. Do not go into a campaign without a plan, I have seen sales people purchase lists to set appointments with and all of a sudden they try to sell directly over the phone and not with much success I might add.

Keep in mind a list of cold contacts (people who don’t know you) will need an introduction to you & your company, information and the opportunity to build trust and rapport with you. Again, you will be disappointed if you do not go into it with the right attitude and expectations. For example, I see the best results with a simple invitation to an event to introduce the prospect to the business or requesting permission to send them information in the mail.

Monday is a great day to set appointments and make calls for the week. It allows the day

in the office to be routine by staying on the phone. I would recommend keeping track of

how many calls you make and how many appointments you set for yourself. This will give

you an average. For example, I used a small sheet of paper and marked for every dial I

made and had another column for appointments.

For every ten dials I set one appointment using my custom scripts. Consistency

is the key, and being uninterrupted is crucial. If you do not have an office where you can

shut the door, let everyone in the office know that Monday is your day to set appointments.  Getting interrupted not only throws you off track but it can drastically reduce the number of calls you make. Friday’s are great when it comes to follow-up calls.

Get excited to be on the phone! Get up and walk around while you are talking, the more

energy you have in your voice the more people will want to listen.  I would also suggest that when you are spending time on the phone calling prospects be sure to listen, don’t interrupt them when they are talking. You want to make your statements short and to the point, but just remember that you can find out so much more just by listening to them talk. If there is a silence on the phone don’t feel the need to fill it with chatter, your prospect may be looking at their calendar, thinking about what the company’s current needs are, etc. So don’t make them loose their thought.

Invest in a headset, your neck will thank you for it! They are fairly inexpensive these days and quite frankly a necessity. Make sure your plan of action includes a script. Practice what you are going to say before you make your calls. Again, you will be disappointed if you do not go into it with the right attitude and expectations.

A part of your business image that people see when you are not in front of them are your

follow-up manners. Do you call people back in a timely manner? Saying you are busy

doesn’t count. Make a point to have a 48-hour turn around time. We are too advanced

in technology to not retrieve messages, emails, etc. in a timely manner.

If someone you wanted to meet with finally sits down and talks with you, do you write

them a thank you note?

A hand written note of appreciation seems to be a lost art. It has been a determining factor in many of my sales. With the onset of technology you can write a thank you email but I would also suggest you thank them through any social media outlets you participate in, ensure that you tag them appropriately in the message.  If a prospect isn’t ready to become a client, follow-up is crucial. For example, if you meet with a prospect and they decided to go a different direction or went with a different company, ask them if it’s okay to check back in the future but give them a timeline. Find out if it’s okay to call back in three months, a year, etc. If they are trying out a new service sometimes it’s not a good fit and they need to make changes, so it’s crucial to stay on top of that information.

I would recommend keeping your prospects in some type of database to stay organized and each month see who you need to follow-up with, this could be the month they decide to move forward with you. The database could also be something as simple as a notebook, excel file or advanced like salesforce.com, whatever works best for you.  

Kerry Heaps

Advertising 10%

Referrals 25%

Appointment Setting 50%

Social Media 15%

Telemarketing is still the most viable option to get the attention of decision makers and appointment setting gets you right in front of them.  According to this chart, most sales are generated through appointment setting.  If you are not seeing results with your campaign, contact us for a FREE consultation.  If we can’t help you with our services, we’d be happy to help you with your internal campaign.

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Need help with follow-up techniques?  Listen to Kerry’s interview on Accelerate your Business Growth Radio.