Getting Started Is The Key To GREAT Prospecting

The telephone is often referred to as the "600 Pound Gorilla". As business owners we know that we must continually and consistently prospect for new customers. But picking up the phone and making contact with our prospects is like pulling teeth.

After 25 years of selling on the phone, I have noticed and practiced an important element in telephone prospecting. Simply put, GET STARTED!

I like to make calls between 9:00am and 11:30am and 2:00pm and 4:30pm. I make my prospecting calls a game. I try to make as many calls as possible during my appointed calling periods. Every 30 minutes I reward myself with a 5 minute break. When I set a new calling record I reward myself with something I enjoy. It doesn't have to be anything expensive. Lunch at P.F. Chang's will float my boat.

The main thing to consider is our tendency to procrastinate. Don't yield to the temptation.

GET STARTED making your prospecting calls and your sales success will be assured.

Profitable dialing,

Ben Wardlaw
PhoneCallGuy
phonecallguy@gmail.com
(843) 341-5066
Hilton Head Island, SC USA
Psalm 150:6 "Let everything that breathes Praise the Lord!"

3 Tips For More Effective Selling On The Phone

Telephone prospecting calls without a pre-arranged appointment are by definition an INTERRUPTION!

Tip # 1: Always ask for time to talk to your prospect. "Hello Mr. Jones, this is Peter Wallace with Awesome Electronics. Did I catch you at a good time to talk for a few minutes?"

People buy the BENEFITS provided by your products or services.

Tip # 2: Communicate BENEFITS rather than Features. Features are simply facts pertaining to your product or service offerings. Remember ....... customers buy BENEFITS!

Always ASK for the order.

Tip # 3: Never fail to give your customer the opportunity to buy. The closing process involves the questions or actions that you take that result in a commitment to do business.


Prosperous dialing,

Ben Wardlaw
PhoneCallGuy
phonecallguy@gmail.com
(843) 341-5066
Hilton Head Island, SC USA
Psalm 150:6 "Let everything that breathes Praise the Lord!"

The 600 Pound Gorilla

The telephone has been referred to as the 600 Pound Gorilla.

Do you find yourself procrastinating as you prepare to start prospecting on the phone?

Here's how I approach my telephone prospecting.

• I find a comfortable place to spend an hour or two. Don't try to make prospecting calls for more than two hours in a row.
• I begin calling from my list of pre-qualified prospects. In order to have a list of pre-qualified prospects you are going to have to invest time in researching your market.
• I make one call after another for 25 minutes. Then I reward myself with a 5 minute break.
• After two hours of prospecting on the phone I shift my attention to other sales activities.

I approach my telephone prospecting like a game. I try to make as many phone calls as possible during my 25 minute calling sessions. I always try to break my last record. I may be weird, but I find that my game approach to phone prospecting is actually fun.

We all know that our sales success is based on the number of qualified prospects we present our offering to. Your prospecting phone calls will prove to be one of the absolute best ways to fill your sales funnel.

I sincerely hope these tips will catapult you to higher levels of sales success this year.

Prosperous dialing,

Ben Wardlaw
PhoneCallGuy
phonecallguy@gmail.com
(843) 341-5066
Hilton Head Island, SC USA
Psalm 150:6 "Let everything that breathes Praise the Lord!"

Should I Leave My Prospects A Voice Mail Message?

I have been prospecting on the telephone for over 25 years. Many very successful business people have told me that they NEVER leave a voice mail message when they are cold calling their prospects.

I am going to give you my opinion by sharing a true story with you. In January 1995 I was working for a computer software and hardware manufacturer in Tucker, Georgia. One morning I called a prospect in Orem, Utah. The receptionist told me that the person I needed to speak with was on the phone. She asked me if I would like to leave him a message in his voice mail. I told her I would.

After lunch I received a return phone call from the prospect in Utah. He said his company did not need what we were offering. But then he said something that truly amazed me. He said he really enjoyed listening to my voice mail message. He went on to say that he would like me to come to work for his company. WOW! I received a bona fide job offer by simply leaving him a short, but effective voice mail message.

The next time you wonder whether you should take the time to leave your prospect a voice mail message I hope you will remember my story.

Prosperous dialing,

Ben Wardlaw
PhoneCallGuy
Hilton Head Island, SC USA
(843) 341-5066

PS By the way, they flew my wife and I out to Utah for an interview and I decided to take the job.

Phone Call Guy to the RESCUE!

As we begin a new year I am thinking about new beginnings.

Most of us are given one of more talents that help to define us.

The key to achieving your highest level of success is to learn how and when to outsource those activities for which you are less talented.

One of those tasks is making PHONE CALLS. Phone calls can eat up your day faster than almost any other task. It is for this reason that I decided to start PhoneCallGuy.

I am available on a full-time, part-time, or temporary basis to make the PHONE CALLS that keep your business, family, or organization on track.

Contact me today so we can get started.

Prosperous regards,

Ben Wardlaw
PhoneCallGuy
(843) 341-5066
phonecallguy@gmail.com