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Whether you love it, hate it, or have no way of escaping it, there’s no denying the importance of prospect calling for gaining new clients. Although there are several different ways to reach out to new clients, there are few things that work as well as calling a candidate and explaining things over the phone. As much as most people can say that “typing is better than speaking,” it’s impossible to deny that verbal communication can be more effective in setting an appointment. 

Using prospect calling extensively as part of your sales strategy entails knowing all the right tips, tricks, and approaches to use to avoid cutting the conversation short. While a prospecting strategy gets all the right results for sales, not being able to do it properly can hinder you from moving conversations to the next stage of your sales process. 

Prospect calling tips to consider

To make sure that your prospect calling strategy works like a charm when adding to your client list, here are a few essential tips to follow:

1. Do the necessary research before calling 

One of the most common reasons why cold calls fail to do what they were made to do is because sales reps neglect to do the necessary research. Without proper research, the prospect will think you’re like every other person who tries to pitch to them. If you understand their pain points before going into the call, you have an easier time showing the value that your business can offer them. 

Research is essential to prospect calling success. Therefore, do the necessary background work to create an engaging conversations and establish rapport with the prospect.

2. Connect strategically

According to a recent study done on the relationship between cold calls and connections, you’re more likely to find success in contacting someone who is a second-degree connection. In fact, that connection increases the likelihood of sales conversions anywhere from 32 to 50 percent! 

One way to build second-degree relationships is to use social media to determine who you and your prospect know. Then, ask the shared link for a quick introduction. We also have a LinkedIn messaging strategy that is a great way to connect socially, get them interested in your business, and then eventually try to sell to them.

3. Network

Another great way to make your prospect calls effective and increase sales is to join groups and engage in a dialogue that allows you to come across as a thought leader. Finding like-minded people and contributing valuable input to the conversation makes it much easier to create an opportunity for a prospect call that can lead to a sales conversion (all without any extra prodding).  

Prospect calls can be difficult for even the most dedicated of sales agents, marketers, and entrepreneurs. However, generating sales conversions with a quick and simple call can be done with ease by following the aforementioned steps. When used properly, a prospect call can be a powerful tool that can be used to increase sales and meet your goals. 

We understand it can be difficult to know where to start when building a framework for sales conversations, so we’ve developed a Sales Conversation “Cheat Sheet” you can download HERE.

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If you’re looking for help in implementing these and other techniques, get in touch with us today for a free consultation!