Archive for 19 June 2008

Prospecting Tips From “The Queen”

A few months ago I received a promotional e-mail from Wendy Weiss, the self-titled “Queen of Cold Calling.” I glanced at it quickly and then filed it away as a possible product I might be interested in. Sorting through my older e-mail folders today, I came across this again and discovered I hadn’t scrolled down far enough the first time and missed some really good ideas I want to pass on to all of you. 

The following phone prospecting tips are courtesy of Wendy Weiss…you’ve got to pay attention to the Queen!

(1)  Call your voice mail and practice your script yourself. It’s good practice and you will have a chance to hear how you sound to others.

(2)  When you listen to yourself on your voicemail check to make sure you’ve got energy in your voice, that you sound confident and assured.

(3)  Think about the impression you want to make and how you want your prospect to feel about what you are saying. You can draw your prospect in by the way you present your message. Think of it as “telephone theater.”

(4)  Eliminate the word “just” and all other minimizing words from your vocabulary. “I’m just calling because…” “I’m only calling because…” These types of approaches read as apology and dilute the power of your message.

(5)  Eliminate the phrases “I believe that…” And “I think that…” from your vocabulary. Who would you rather listen to? Someone who believes or thinks she knows something–or someone who simply knows it? The phrases “I believe” and “I think” detract from your message and from your power and authority.

(6)  Eliminate the phrase “Once we have completed… we will hopefully achieve…” No one pays you to “hopefully” do something. They pay you to do actually do it. Tell your prospects what they will achieve or should expect to achieve.

(7)  Don’t ever tell a prospect that you will “try” to do something for them. Tell them that you “will.” Who would you rather buy from: Some one who “tries” or someone who comes through?

(8)  If a prospect asks you a question and you are unclear as to the answer, it is perfectly acceptable to say, “I’ll find out.” It’s bad form to say, “I really am not sure.”

(9)  And speaking of “easy:” Always use “easy.” Never, ever say that your product or service is “difficult,” even if it is. In that case you can say, “We’ll make it easy for you.”

Try incorporating some of these ideas into your client pitches or prospecting calls and let us know if they work for you!

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19 June 2008 at 3:58 pm Leave a comment


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