A Plan"?¦ a plan"?¦
Here are a few sources for finding leads-
ï?¶ The library-Most have a business section that carries trade magazines, databases, etc. Also check out Reference USA which is also available at the library and is a comprehensive database of over 10 million commercial and residential listings"?¦. for free.
ï?¶ The internet-Still one of the best sources for information. Go to Google, look under specific business types and hit search.
ï?¶ Associations and special interest groups-etc. Association of women business owners.
ï?¶ The Chamber of Commerce-Every city has one.
ï?¶ Referrals-Always ask for one at the close of a sale.
ï?± Fear +Shame =Call reluctance. Get rid of both and you´re half-way to overcoming the call reluctance.
ï?± Learn to relax and meditate for 5-10 minutes before calling. Believe me it works.
ï?± Write down your game plan before you make the first call.
There are three parts to scriptwriting very much like letter writing. They are the greeting, the body and the close.
ï?± Tips- Keep it brief, keep it simple and shut up and listen.
ï?± Get past the gatekeeper and you´re half way there. Get him/her on your side.
ï?± Don´t be defensive with the gatekeeper. His/her job is to screen calls for the boss.
ï?± Always leave a voicemail when applicable.
ï?± Be relaxed and professional-always.
ï?¶ Before you pick up the phone have a list of 5-10 questions that you would like to ask the prospect. This will prepare you for the phone call and give you the confidence you´ll need. This will also allow you to talk less and listen more and look for buying signals.
ï?¶ Think about the objective of the call. Do you want to set an appointment or are you gathering info?
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com