Lead follow up and phone calls are the lifeblood of any small business. Many small business owners struggle with lifting the phone to get those calls done. With that in mind I thought that I would give you my best tips on lead follow-upping and phone calling.
Okay, I have a confession, I LIKE to make phone calls. I can call a bunch of people & talk about a product or service & sound like we are friends talking about whatever. I can teach you how to do the same so you can make some money. Why not work at home for yourself & assist someone with his or her business?
First thing to do is set up an Excel spreadsheet for the leads you use. I find that this is the best set up because you can highlight one line with the name number & email address showing all at the same time. Label the columns however you want, but I use 1st & last name in the first column, email address in the second column. Phone number in the third column and after that I use a column for whatever action is needed such as call back (cb) or send email note (send) or remove name (r). After that I may have an alternate number. Sometimes a date to call back may need to be added.
Next thing to do is be sure you know your product inside & out. Do your research, ask questions of your client, make sure you & the client are on the same page about the product or service you are offering to his leads.
Write out several scripts & figure out what you are most comfortable saying. Practice, practice, practice! Make sure you are very comfortable saying the words you have written. You don’t want to be stumbling over difficult words or phrases, so keep it clear, simple & concise. If you have someone you trust to tell you the truth, (& not laugh) ask them to listen to you saying your script. Call them on the phone to practice, This is the best way to get comfortable. Make sure you don’t read your script to people, get it straight in your head so you can recite it without sounding robotic.
You know, I don’t have any rejection anxieties, because truth be told, I will never see the people I call face to face, so why worry that maybe one or two have rejected me? Especially since it is just the product or service they are rejecting, not me personally. When someone says no, I just answer any objections & then just dial the next number.
Every morning be sure to get showered & dressed like you were going to the office. You will be more alert, feel good about yourself & be self assured. With your confidence level high, looking your best, your voice will reflect that.
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