Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time. Here are some examples of weak and strong call objectives.
Weak call objectives:
- To find out their address so you can send a brochure
- To introduce yourself to the territory
- To see if they received your quote
- To ask to stay on their radar
- To touch base
Strong call objectives:
- To close the deal
- To determine the virtual team you can assemble to meet your prospect’s particular needs
- To create a compelling event that will motivate a faster approval
- To give news of a related project that another client just completed with you with great success
- To offer assistance in completing the paperwork
