Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds of letters, to avoid making cold calls to your potential customers/prospects? If so, you're not alone. Millions like you have started their own businesses, only to find that the thought of making calls to potential customers/prospects leaves them paralyzed with anxiety. Believe me I was one of them. For those of you who know us and have read "Who Makes It Happen", remember what I used to go through before I would get on the telephone to cold call.

However, as an business owner/entrepreneur, the telephone is one of the single most important tools at your command. The key to getting over your hesitation is to stop thinking about your call as a sales pitch, and instead begin practicing "consultative selling." This means uncovering and filling needs in a friendly, supportive way. For those in lease purchase this is very conducive. We are helping buyers and sellers.

So for those of you in other types of businesses, before you ever pick up the telephone to contact a potential customer/prospect, ask yourself, "What does my potential customer/prospect need from me, and what does my company have to offer that will help this potential customer/prospect get what he wants?" Then set a goal for your call that will move the potential customer/prospect closer to a buying decision, such as gaining an appointment or preparing a price quote.

According to business owners/entrepreneurs in all types of businesses, one of the biggest reasons they hesitate to prospect by telephone is they're unsure of what they should say at the outset. A short, three-part opener, including an introduction of yourself and your company and an opening benefit is the best way to start.

When introducing your company, be sure you can describe what you do in just a short phrase: "This is Susan DeFiore, of DeFiore Enterprises. We are lease purchase consultants." Now mention the benefit: "We can move your home in 30 days or less with the lease purchase advantage." By stating your benefit clearly in your opener, you give the person a good reason to listen further.

Effective telephone contact is made up of two components: Asking good questions and listening carefully to the answers. Ask questions to qualify prospects and overcome objections. Again, for those of us in lease purchasing, we use our telephone script to obtain all the information we need.

There are two types of questions: closed-ended and open-ended. Closed-ended questions are fact-finders. They can be answered with a fact, a "yes" or a "no". An example of a closed-ended question is: "Would Lease Purchasing work for you?"

Open-ended questions are used to draw someone into a conversation. They reveal the emotion behind the facts. "What do you like best about your home?" is an example of an open-ended question.

So plan in advance the types of questions you'll ask prospects. Do this even before you get on the telephone. If you can, practice on friends or family. Get their input. Then be sure to record your information in a "call report" for future use. Your call report should include the prospect's contact data, answers to important questions and details on the steps you plan to take.

If you find out your potential customer/prospect is already using one of your competitors, rather than hanging up or ending the conversation realize that this indicates to you this individual is a qualified potential customer/prospect. They are already using this type of service. At this point you need to point out to the potential customer/prospect the benefits of working with you, and how you will make the switch worthwhile.

Let's say the seller is with a Realtor. Suppose you could still have your home listed, while we find a tenant/buyer for your home.

After your potential customer/prospect has answered your questions, it's time to close. You've asked good questions, listened carefully and provided benefit-oriented information. Now ask for what you want. In lease purchasing, "When can we set up a meeting so we can start the lease purchase process?"

If you can't meet your original goal, state what you will do, such as send the prospect more information and keep in touch. Then be sure to follow through. If the individual doesn't want to do a lease purchase, send out your follow up information.

Relax and follow these steps. With a little bit of practice, you'll find the telephone to be a powerful ally in building your new business.

Copyright DeFiore Enterprises 2002

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com

In The News:

---

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

Your Direct Mail Sales Letters Must Differentiate You

For two winters I heated my house with an old... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Can Barter Help Increase Cash Sales and Visability for Your Small Business?

Barter is becoming an increasingly popular method of commerce. The... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Selling Services

Selling a service isn't the same as selling a product.... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More