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, too. 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
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