Keep Prospects Glued on the Phone Like Bees to Honey
Research says the longer a caller is able to hold a business prospect on the phone, the better his or her chances are in getting a positive result.
Okay, research didn’t say that.
Common sense says every conversation with a prospect is a chance to establish a connection, build rapport, and eventually, a mutually beneficial relationship. So it follows the longer you keep the person you are calling on the phone, the better the odds of your getting a “yes”.
But the million-dollar question is: How do you keep a prospect engaged in a phone conversation outside of singing your best rendition of “Sweet Child of Mine” or telling the person at the other end you might be long-lost siblings?
The answer may have something more to do about psychology and sociology than marketing.
See, making phone calls goes beyond business. In a way, it is a social act with a social function – the sociology part. Your success or failure hinges as much as in the solution to their problem as it is in your ability to connect with the prospect, to appeal to the emotion – the psychology part. How you marry the two to your advantage is entirely up to you.
Here are five simple ways to better engage your prospects on the phone:
Communicate clearly and professionally and be polite
You probably know the drill: introduce yourself, the name of the company you are calling for, and the purpose of the call. Always do these in a very clear and professional manner. But before going any further and asking the prospect a lot of personal questions, ask if it is a good time for them to spend a couple of minutes listening to your sales pitch. If it’s not, ask when it would be more convenient.
Remember to apologize when you make a mistake – like mispronouncing a name or even the address. And of course, always thank the prospective customer for their time.
Be Genuinely Interested