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Things to Consider When Contacting Prospects If you are thinking of contacting prospects as a form of marketing strategy for your business, then here’s a guide to ensuring its effectiveness. To start things, it is a must that you make a first lasting impression with your potential clients during the first call so that you can better sway them into purchasing the kind of products or services that you are offering. When you contact prospects, it is crucial that you are the one in charge of the conversation and not the other way around the time they pick up their phones. Leaving a message to the person that you want to get through must not be an option because your must be talking to them. When such a person is not available as of the moment, know what time they will next be available so that you can give them another call. When you are now in a conversation of such person, make sure to consider some things again. Never ask them close-ended questions. The reason being that if you only get a straight yes or no answer, then you are not giving them a chance to think. It is important that you throw open-ended questions at them so that you will give them some time to think so you can make better conversations with them. When talking to potential clients over the phone, you must be objective in dealing with negative responses so that you will have decreased chances of getting totally refused at. During prospect client conversations, it is highly recommended that you use the echo method wisely. The following are some examples. Prospect: I do not have the money to buy your product. Echo: So, when are you able to purchase our product?
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Prospect: I just do not have enough time. Echo: When will you be available to share your time, then?
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If you are in a conversation with your prospect, ensure to listen to them carefully and see to it that you let them have the freedom to do as much talking as they want. The call should be composed of 70% them and then 30% yours. Do not engage in asking them permission. From the outskirts, since you are the interviewer of the conversation, you have to show them some authority. In doing asking of permission, you are simply telling the other party that you are very weak. Bear in mind that you are making such a call because the person you are calling has initially responded to you and they are the ones that are really asking to be contacted by you. In terms of contacting prospects, you have to be open with the reality that not a lot of people are fond of being convinced on the phone so rejection time is always a given. Just relax, take your time, as well as smile.