Continuing our series of successful cold calling, you need to set goals and script your calls.
You need to be clear about the goals of your calls. Do you want to set up a meeting? Send literature to a prospect? Whatever your goal is, you need to know before you make that call.
Many agents will script their calls to achieve their goals. When you know the direction and content that you’re going to talk about on the phone, it will make it easier to finish the call with action. You may be weary of scripting your calls, but the research says that those who do script their calls are able to achieve their goals more consistently.
On the telephone you don’t have time to make mistakes. Every word counts, so you must be prepared.
The next post will be locating the decision-maker so you don’t waste too much time on looky-loos.
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Hi
I think who do script their calls are able to achieve their goals more consistently.
As well as scripting where YOU want to go in the call, it’s also vital to script where the customer is LIKELY to go – i.e. what objections they might raise, questions they may have, and ensure that you have well thought out responses already in place for these.
I also find it helpful to record the call sometimes (there are no legal issues with this as long as it is not going to be disclosed to anyone, and this is just for personal use) so that I can listen back to the questions and objections raised and ensure they are covered off before the next customer call is made.
This is something I really need to get better at. I’m much better in person than on the phone.
Thanks for the tips!