As we head into the slowing 4th quarter, many will lay down and give up. Others will step up their efforts to win new business. One way to build new business is by reaching out to prospects on the phone. Yes, I'm talking about actual phone call conversations, not made through social media.
An all too common and serious mistake people make on the telephone is using opening statements that build resistance. Within the first 15 seconds of a call, you create one of two emotions; resistance or interest. Unfortunately, most people create resistance. The result is as a morale-killing rejection and an early exit from the phone call.
Avoid lines such as "I provide these services...and I would like to tell you more about them". The listener justifiably thinks, "so what - why should I listen?" Another resistance builder to avoid is; "I sent you a letter and was wondering if you received it yet?"So what if they did? What are they supposed to say? "Oh yes, I did receive it - I am so glad you called. I was just sitting here hoping you would call so that you can sell my house" No chance!
Here is a simple 3 step guide that can lead to success:
1. Introduce yourself.
2. State something interesting, that stimulates thought, peaks curiosity, and that will create benefits that appeal to their desire to gain, or avoid loss. With interest rates at all-time, record setting, "they'll never be this low again" percentages, every home owner or potential buyer should consider two things; Either refinance your existing home or sell and buy a bigger one.
3. Get them involved in a conversation. Remember, you want to do more listening than talking. Tell them that in order to deliver the potential benefit you alluded to, you need to get more information from them.
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