The Hidden Goldmine in Telephone Prospecting

If you sell business to business the telephone is a very powerful tool to use with your prospects.  It is relatively easy to find the people to contact as prospects and the telephone book is a good place to start.

Here are some reasons to use the telephone as part of your prospecting model:

  • It is time efficient
  • Anyone can do it
  • You can generate lots of meetings from the telephone

If these are the facts, why is it that we see so many salespeople struggle?  It is the case that most salespeople just cannot deal with the organisation and mindset required to make lots of prospecting calls.  It is also common for a certain degree of ‘call reluctance’ to be evident.  Top salespeople break through these things, whilst others avoid the challenge.

If you are going to use the telephone to call ‘private people’ and individuals, check out the rules and laws that apply to the ‘do not call register’.  You will need to keep within the rules.

If you are new to an industry or new to your job, and sales results are something that you must achieve, then start to master the telephone and bring it into your business model.

Here are some tips to get your business momentum underway:

  1. Set some goals that relate to results in your career.  The goals should be medium to long term and apply to the business year ahead.
  2. Determine the things that you need to do to reach those goals.  You should have a list of 3 to 5 things that if done, will help you move ahead in client numbers and sales orders.
  3. Find the resources that you need to move ahead with your actions.
  4. Develop a call prospecting plan that involves the telephone.
  5. Create a call script and process.  Practice what you say and how you make those calls.
  6. Establish a day plan that allows you to get the key things done that will improve your business and client list.
  7. Start the action process and do it every day.
  8. Start building a database as part of your call and customer contact system.

It is very important to create new habits when it comes to building your business.  If you do not create new habits, the same results that you got last year will be evident this year.  It is hard to set new habits in place, and it will take a high degree of personal focus.  After about 3 or 4 weeks you will see progress.

As you start to do these things, track your actions and results.  You will soon see some successes, and over time those successes will build.  In business today everything is up to you and the systems that you develop.

Personal performance comes from within, and you are the best person to make that happen.