Prospecting via phone – you either love it or you hate it. No matter what category you fall into, perfecting your prospecting calls can mean increased conversion and – ultimately – sales. But, how do you really improve your calls with the goal of conversion in mind?
Here are a few of the topics I have found will have the biggest impact on your prospecting. Practice makes perfect, so use this list and get started testing out these techniques on your next call!
Be Yourself
There is no better version of you than the real you. I have seen many sales people try to emulate other successfully sales people and then lose their authenticity in the process. Clearly there is a way to improve your pitch, but you don’t want it to sound rehearsed. Your calls will end in the first 5 seconds if they sound rehearsed.
Believe in What You are Selling
If you don’t, immediately stop reading this blog and quit your job. This topic relates to the first as you can’t remain authentic if you don’t believe in what your are doing. If you are not sure, dig in and find out what it is you do well that is better than the competition and wear that on your sleeve. Being yourself and believing in what you are doing are the prerequisites to a good prospecting call.
Know Who You’re Calling
Do research and learn more about the prospect before calling them. If they know that you have taken the time to learn more about them and what they’re looking for, then you’re more likely to gain their respect and business. The chances of you having a successful prospecting call knowing little about the business owner or client are slim to none. Don’t research too much though, or you will suffer from analysis paralysis. It’s okay to make some mistakes.
Have a Positive Attitude
It may sound simple, but it’s one of the most vital traits of successful prospect calling. If you call a prospect and you seem irritated or uninterested, then you will inevitably make the prospect feel the same way. Prospect calling can be one of the most stressful parts of being a real estate agent or broker, but it’s necessary to building your client base and increasing sales.
Go into every call with a positive attitude – and even a smile – and you’ll be more likely to connect with the prospect and establish a relationship that could potentially lead to a sale or multiple sales. Don’t give your prospect a reason to think negatively of you.
Execution is Everything
Have a plan and a strategy for the best time to call your prospects. Be mindful of time differences to be sure that you aren’t calling prospects outside of regular business hours. Be courteous and understanding if prospects simply can’t talk at the time you call them. Give them specific times they can reach you back in order to solidify the communication line. One of the best ways to utilize time is to map out prospects in order of probability for a potential sale so that you have more time to dedicate to these potentially longer phone calls.