|
Another week goes by and you then decide to try your prospect once again. You dial your prospect and guess what happens next? Your prospect actually answers the telephone! In a way it’s a bit awkward, no? What I mean here is the fact that you know that your prospect is busy and your prospect knows that you know that he or she is busy, so what do you do now?
The most obvious answer is to proceed with your sales pitch. I’m guessing that most sales reps would do this and there is nothing wrong with such an approach. But this thought process is coming from the mind of a sales rep, so your perspective might be different than the person on the other end who is taking your call. Your prospect may not even want to speak with you? In fact, they probably even know why you are calling and really see you as an intrusion on their time. They may even get turned off by you and now you have ruined your chance of ever doing business with them! So now what? What should you do?
When you reach your prospect I recommend that you say something to "break the ice." I recommend that you say something that helps to reduce that awful tension that you feel when you finally get your prospect on the telephone. I recommend that you say something that may make your prospect smile or laugh. Once you have “broken the ice” I would then introduce yourself, reiterate that you have been trying to reach them and state the reason why they may want to take your call. So what words or phrases am I suggesting?
When you finally get your hard to reach prospect on the phone, here are a few examples that you could use to reduce your prospect’s resistance:
“(First name of prospect), this is better than winning the lottery!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)
“(First name of prospect), this can’t be true, I can’t believe that I’m actually speaking with you!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)
“(First name of prospect), I need to pinch myself here, WOW! I can’t believe this!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)
“(First name of prospect), looks like my persistence has paid off here!” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)
“(First name of prospect), I hope that you don’t mind my persistence.” (Pause, introduce yourself, reiterate that you have been trying to reach them and finally, state the reason why they may want to take your telephone call)
Do these examples work? The short answer is yes, but if you are already saying this is stupid then would you do me a favor? Don’t even try it! You’ve already made up your mind and this approach will not work. If you are open to using these examples it’s important not only what you say, but how you say it! These “Ice-Breakers” need to be said with confidence, enthusiasm and with a smile! Once you can do this, you will soon find that your prospect will loosen up and really listen to what you have to say!
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
