7 Simple Steps To Tele-Prospecting Success by Jim Domanski

(Note About Author: Don't miss Jim's teleseminar this Friday, 10 Ways To Increase Sales Fast. If you can't make the seminar, pre-order the cd.)

To make tele-prospecting effective and successful for you and to get the kind of sales results you want, follow these steps:

1. Make an appointment with yourself for 1 hour/day

Forget spending two or three hours pounding out calls. You’ll burn out and you know you’ll quit doing it because it’s burdensome. Instead, schedule an hour each day. Sixty minutes. No more but no less. This is manageable, you’ll get results and you’ll keep your sanity. Mark in your calendar every single day. Block it. Make it sacrosanct.

2. Make as many calls as possible during that hour

The hour is about dialing and contacts. It’s not about lengthy research and preparation, stuffing envelops, or sending a follow up fax. It’s about making as many dials as you can because in the dials lies the opportunity.

3. Create a Master List

The way to make lots of dials in that single hour is to have a Master List. I recommend jotting down 25-30 prospect names and numbers on a yellow legal pad. Start at the top and dial. If there is no answer or you reach voice mail, hang up and go to the second name. Same thing. Then the third and fourth and so on. If you go through the list and have not reached anyone, start at the top of the list. Continue the cycle for your hour.

4. Make Your Calls Brief

Prospecting is about creating opportunities and that starts with qualifying and generating. You want your calls to be brief and to the point. Your objective is to become pals but to qualify and get your offer on the table.  Begin by identifying your key qualifying questions. If the prospect meets your fundamental criteria go for the next step in your sales cycle. Give yourself a five second cheer. Hurrah. Then move on to the next call.

5. Work Without Interruption

Don’t stop for coffee. Don’t chat with your co-workers. Don’t check your e-mail. Resist listening to your voice mail when the light begins to flash. Be disciplined and dial.

6. Call During Prime Time

Call during your prospect’s prime time, not yours. Prime time is the optimal time to reach your decision maker. For example, if you’re calling CEOs or other executives, prime time usually starts at 7:00 and usually ends at 8:00 a.m.  So what that really means is start at 7:00 a.m., not 9:00 or 10:00.  Fish where the fish are not where you like to be. 

7. Don’t Quit

Getting “good” at tele-prospecting is like getting into shape: it doesn’t happen over night. Stay disciplined. Like an exercise program it’s a bit tough at first but after a while it becomes easier. You need to work at it. Stick to the plan. It gets easier and you get better. And that’s when you start getting the results you want.

About The Author:

Teleconcepts Consulting works with companies and individuals who struggle to use the telephone more effectively to sell and market their products and services. For more information on consulting services and training programs, articles, and other resources visit  www.teleconceptsconsulting.com   or call 613 591 1998.