Sales Prospecting

Wrong way: Some examples:

“I want to set an appointment with him. Can you handle this?”

“Mr. Smith at Suburban Diner suggested I call”

“This is regarding your company’s telephone bill”

• Don’t use slang or jargon. For example: “I’m calling to talk with you guys about how we can save you a guaranteed 10% on your natural gas usage

• Avoid being tentative. Avoid words like “maybe”, “might”, “hope

• Call receptionist (if not gatekeeper) or another person in the company to get the correct pronunciation of the decision maker’s name

• Avoid excessive technical terminology and jargon

Additional Options:

• Calling Above The Gatekeeper.

This would work in a company, for example, where you need to speak with the controller. You would call the President’s office and ask for a referral to the person in charge of handling decisions regarding their natural gas usage. When you reach that person, you would say that “(Mr./Ms. President) suggested that I speak with you.” Often Acme direct mail pieces are sent too high in the organization and to the wrong person. Use this to your advantage! Ask the administrative assistant to transfer the call. The decision maker is more likely to take the call if it’s coming from the boss’ office. Also, ask that the higher level person forward the mail to the decision maker you need. Again, they are more likely to read it if it comes from higher up.

• Calling During “Non-regular” Business Hours.

This can work in the early morning, noontime, or later evening when the gatekeeper is not in. Decision makers may still be working. Of course, you will need to consider the type of company you are calling on.