1) Make prospecting a priority! After all, it’s the lifeline of your business.
2) Decide on your target market instead of calling “everyone.”
3) Recognize the value of your work. It’s easier to prospect when you believe your work has worth and you’re offering a valuable service to improve your prospect’s business.
4)Don’t start cold! Practice your script and prep the night before. Start first thing in the morning with anything that will make you comfortable such as:
- Bottle of water
- Pens/pencils/notepad/computer in good running order, etc.
- Script: especially when calling an important prospect. It should include your pitch, as well as answers to typical objections. But, try not to sound scripted.
5) Use a prospecting list to make calls with all the information possible (can be purchased from a list broker). A long list is best (300 or more contacts) so that there’s no stop and go. It’s the way to gain momentum to succeed faster.
6) THIS IS HUGE! Start prospecting with smaller, less important prospects. You’ll be less anxious if you fumble and you’ll have less to lose.
7) It’s not about you, it’s about them! You’re probably looking for a fast, positive response. If you’re told that the prospect can’t take the call, don’t feel you’ve been shunned. Call back another time.
8) Take the emotion out of your prospecting. It will lessen your fear of rejection. It’s not the end of the world, it’s just a prospecting call.
9) Set the Appointment! If you can’t get one quickly, ask to set one in a few weeks, or up to two months. Persuade your prospect by saying, “Let’s just pencil it in.” Although it sounds tentative, they always write it down. Even if the meeting needs to be postponed on the set date, you’ll be rescheduling, not having to start from scratch
- Expect Success and your sales will increase. Your anxiety is merely your fear of failure.
10) The optimal time for calling your prospects is between 8:00 a.m and 9:00 a.m. in the morning and 5:00p.m. at night. There’s more of a chance that your prospect will answer the phone.