Key Takeaways
- Avoid impersonal greetings, assume they are busy, and qualify prospects before assuming a match to increase your prospecting call success rate.
- Prepare for each call with a clear goal and plan, but be flexible enough to deviate from the script to sound genuine and relatable.
- Be persistent and patient in prospecting, follow up consistently with value-oriented content, and treat prospecting calls as important appointments to generate more leads.
Picture this: You’re a salesperson on a prospecting call, and you start with the dreaded “How are you today?” The prospect’s eyes glaze over, and you can hear the unspoken response: “Busy. Get to the point.” Ouch. If this scenario hits too close to home, you’re not alone. Prospecting calls are a crucial part of sales, but they can be a minefield of cringe-inducing mistakes. Here are 12 common errors to avoid, along with tips to help you ace your next call.
Mistake #1: Opening with “How are you today?”
This impersonal greeting is like a red flag for prospects. It’s a lazy way to start a conversation and makes you sound like a telemarketer. Instead, try a more personalized opener like, “Hi [prospect’s name], I’m [your name] from [your company]. I noticed you’ve been [prospect’s pain point], and I think we may have a solution.”
Mistake #2: Asking “Are you busy?”
Don’t put prospects on the spot by asking if they’re busy. Assume they are, and get to the point immediately. Respect their time by being concise and clear about the purpose of your call. If they’re not interested, they’ll let you know.
Mistake #3: Assuming a match without qualifying
Don’t waste your time or the prospect’s by assuming they’re a good fit for your product or service. Qualify them over the phone to determine if they have a need, the budget, and the authority to make a decision. Ask questions like, “What are your current challenges?” and “What’s your budget for this project?”
Mistake #4: Winging it
A lack of preparation can make you sound disorganized and unprofessional. Have a clear goal and plan for each call, including potential outcomes and responses to handle common situations. This doesn’t mean you need to read from a script, but having a framework will help you stay on track.
Mistake #5: Reading from a script
While it’s good to have a plan, don’t rely too heavily on scripts. Prospects can tell when you’re reading verbatim, and it can make you sound robotic and inflexible. Practice your scripts and use them as a framework, but be prepared to deviate when necessary.
Mistake #6: Talking too fast
Slow down! Talking too fast can make you appear nervous or rushed. It also makes it difficult for prospects to comprehend what you’re saying. Speak at a relaxed pace and enunciate your words clearly. If you’re leaving a voicemail, leave phone numbers twice for clarity.
Mistake #7: Using the “alternative choice” close
Don’t try to trick prospects into scheduling appointments by offering only two options. This tactic is manipulative and can damage your credibility. Instead, ask them to consult their calendar and match it with yours. If they’re not available, suggest a few alternative times.
Mistake #8: Not confirming appointments in advance
Once you’ve scheduled an appointment, don’t just assume it’s set in stone. Send valuable information before appointments, such as reports or tips, and confirm the time a few days prior. This shows that you’re organized and that you value their time.
Mistake #9: Expecting immediate results
Prospecting is a marathon, not a sprint. Don’t get discouraged if you don’t close a deal on every call. Follow up with prospects consistently with value-oriented content to build rapport and nurture relationships. The key is to be persistent and patient.
Mistake #10: Ignoring prospecting time
Prospecting calls are just as important as sales meetings. Schedule specific time slots for prospecting calls and treat them as important appointments. Block out distractions and focus on making connections.
Mistake #11: Not researching prospects
Take the time to gather information about prospects before calling. This will help you ask thoughtful questions and demonstrate that you understand their needs. Use LinkedIn, their company website, and other resources to learn about their business, their role, and their pain points.
Mistake #12: Not asking for a next step
Every prospecting call should end with a clear request for a specific action. This could be scheduling a follow-up call, sending them a whitepaper, or inviting them to a webinar. Don’t leave the conversation hanging—make sure you have a next step in mind.
Bonus: Remember, prospecting is a numbers game. The more calls you make, the more likely you are to connect with qualified prospects. Stay positive, learn from your mistakes, and keep dialing. As the legendary sales guru Zig Ziglar said, “The only thing worse than making a cold call is not making one.”
Conclusion: By avoiding these common mistakes and following these tips, you can increase your prospecting call success rate and generate more leads for your business. Remember, the key is to be prepared, professional, and persistent. Happy prospecting!
Frequently Asked Questions:
What is the most common mistake salespeople make on prospecting calls?
Assuming a match without qualifying prospects.
How can I improve my prospecting call opening?
Personalize your opener and highlight the prospect’s pain point.
How often should I follow up with prospects?
Follow up consistently with value-oriented content, but avoid being pushy.
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