How do we make prospecting calls great? The following are three really important keys to keep in mind when prospecting:
1. Engage the prospect and get them talking. If you’re talking, you’re not getting the meeting. Engage them and get them talking so you can get that meeting.
2. Once they start talking, it’s time to book the meeting. Don’t have them keep talking, because if they talk too much, they’re going to talk themselves out of an appointment. How do you do that? Transition. For example, “Wow, sounds like we’ve got some great things we could talk about. How about next Tuesday at 10:00am, we sit down for coffee?” Once you’ve transitioned and you’ve secured the meeting, move on to the next step.
3. Lock the meeting. How do you do this? Once you’ve secured an appointment date and time, ask, “What is it that would be most beneficial for us to cover in that 30 minutes?” Get their reason for agreeing to the meeting directly at the end of the call. Now you’ve got the meeting. It is locked.
Watch Kevin Higgins, President, Fusion Learning share our point of view on the three keys to prospecting calls.