Knowing More About Your Prospect Before You Call: It Makes A Difference

Knowing More About Your Prospect Before You Call: It Makes A Difference

by Jeremy Unruh | November 15, 2016

Calling various prospects on the phone can be intimidating. The sales pitch needs to go out the window because it’s ineffective. Research has shown that knowing more about the person you’re calling makes all the difference in the world.

Customize the Call

The old-fashioned idea of cold calling¬†was hard because it was all about spewing information and hoping that the lead would stay on the phone long enough to learn something they found useful. Now, it’s better to customize the call. Ask questions and be sure that you offer a solution based upon their responses. You want to have a dialogue as opposed to a monologue.

Use the Information You Have

A prospect has already shown some kind of interest in what you have to offer. Forbes makes the suggestion of letting the prospect do the talking. This is absolutely true, though you also want to be sure you use the information you have to ask the right questions. Specify how you got their information and remind them as to what you have to offer.

Remember That People are Busy

You need to respect the potential buyer’s time. They are busy and don’t have time for a long and drawn out conversation. Focus on the issue you are calling about. Once you have hooked them, offer a follow-up so they can be prepared for your call.

Take the time to do some research regarding your target demographic and use the information you have about the person. Customize the call and you may find that you get better results.

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