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Securing Appointments via Targeted Calling
minti • 12 April 2014
Many people find the prospect of making a phone call to a potential client as quite a daunting and intimidating experience. Some of the questions and doubts that run through the mind include, “will I get through to the right person?” or “will they end my call prematurely?” or even “will they shout at me?”
Setting aside your fears and approaching the call with confidence and a strategy in mind can help you achieve great results. With that being said, the focus of todays blog is to highlight some of the protocols you should implement when calling prospective clients to maximise your chance of securing an appointment. Let us find out below…
Do your research
Cold calling is a specialist skill that needs to be refined with practise over time. However, one of the best ways to grab the business owner’s attention is to do some research into their business. Identifying a potential client, understanding what they do as well as their needs will allow you to tailor your call and proposition correctly. These bits of information are crucial to helping you confidently talk to the business owner and deliver a needs based service that will benefit them in the long term. Research will also help you connect with the client and build a relationship, one of the key components of any successful phone call.
Make them listen
Grabbing the attention of the person you are speaking to is crucial to making sure the call develops into a meaningful conversation. Lose their attention and there is a high chance that the call will end prematurely. Therefore, use your research and be very specific with your opening few sentences. Whether it is highlighting the success of a competitor that has utilised mobile apps or pointing to an opportunity to improve the potential clients business, the key is to make sure you hold their attention.
Give them a solution
It is all very well doing your research and holding the potential clients interest, but it is important that you link this with a mobile app. Rather than bamboozle with technical jargon, stress the benefits you can offer if they implement mobile technology within their business. Discuss how you can help increase purchases, aid customer retention and ultimately add to their bottom line – all this resonates with any business owner.
Play the long game
It is inevitable that some business owners will stay say no, no matter how hard you try. The key here is not to get disheartened or take it personally but instead move on to the next prospect. Stick to your methodology and follow up your phone calls with emails and even a visit the next time you are in the area. Just because a business says no today, it does not mean they may not reconsider in 3 months’ time when their needs change.
Utilising the correct steps can make calling businesses a fun and character building exercise. Not only that, it is also a great way to grow your business quickly and secure vital meeting opportunities. To find out how Eazi-Apps can help you get involved in the mobile landscape and fine tune your targeting calling strategies, please contact us today.
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