Whether you’re an old-school belly to belly marketer or an internet marketer, eventually there comes a time when you have to get on a phone call with a prospect.
Phone fear and call reluctance are major things, especially in today’s age where texting is frequently the preferred method of conversation.
Much can be missed via text, though, and it can be difficult to convey passion or excitement without using 57 exclamation points and looking like a nut. So, using the phone is important.
Of course, there’s no point in using the phone if it isn’t to your advantage.
Here are 3 tips to make you a phone call master.
1. Have a Game Plan.
Great athletes visualize their athletic performance before each competition. If you’re a marketer, the phone call is your competition. You don’t have to visualize it, but you do have to plan it.
What’s your goal for this call? Is it to get them to agree to look at your materials, to get them to do a three-way call, to sign up?
Plan exactly what you’d like to come from the call before you even pick up the phone. You’re in charge of the call, so be in charge and plan ahead.
Make notes if you have to. Keep them in front of you so you stay on task.
2. Have an Exit Plan.
No one answers the call ready to do a 30-60 minute phone call. And, if you call someone and keep them on the phone that long, they’re likely never to answer again.
So, plan what you need the “yes” on (for them to watch a webinar or video, for them to read a Success from Home magazine, and so on), and once you have it, get off the phone.
If you’re calling someone who has call reluctance (you know, the person who never answers the phone when you call?), then let them know you want to chat with them for 30 seconds when you leave a voicemail.
When you get the person on the phone, get on and off the call in under 3 minutes, unless you’ve scheduled the call in advance and they’re prepared for a lengthier call.
3. Have good FORM.
Before you launch into your call, get a bit of info on your prospect. People generally like to talk about themselves, and if you get them on the subject of themselves, you’ll learn about them. Win-win.
In case you don’t know what to say, FORM is a safe place to start. F stands for Family. O stands for occupation. R is recreation (what do they do for fun or have they done anything fun lately). Lastly, M is for motivation.
By asking these questions, you’re finding out their basic information. Do they have a family? What do they do for work- and how do they feel about it? What are their hobbies or what keeps them busy? What motivates them, especially what’s motivating them to possibly start their own business?
You can use this information to tailor your call to them.
Planning your call in advance from your goal to your exit will empower you to make strong calls to your prospects, and grow your business. Share this article with anyone on your team who could use it.
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