The first step in any prospecting process is to develop a continuous supply of names of people who may need your product or services. There are many proven methods to develop such an inventory:
- People you know
- Personal observation
- Referred leads
- Direct Mail lead generation
- Internet Leads
Once a prospect has been identified, the next step is to contact him/her for an appointment. Generally, the most efficient, least time consuming method is through the telephone. Yet for most advisors, even the most successful, this is the most frustrating part of the job.
They call it a “numbers game” but, it it’s a game, why aren’t they having any fun?
Many successful advisors have told us: “Telephoning prospects for appointments is the only part of my job I don’t like”. Other’s add …
“It should get easier, but the rejection seems so personal, it really gets to me.”
“Calling people at home creates antagonism and I don’t know how to avoid it.
Sometimes I think I’m compounding the problem!”
“It’s frustrating and I feel humiliated because I’m not accustomed to rejection in any other aspect of my sales activity.”
“I feel like I’m burning up good prospects before I get a chance to see them face-to-face.”
“It’s like a “Catch-22”. Some days I think it could drive me out of the business but I know I have to keep on calling because it’s such an important part of staying in business. “There has to be a better way!”
Until now, the persistent struggle to overcome the pain and frustration of persuading others by telephone has gone through a shallow process of evolution and most of the efforts have failed. It seems to depend on making enough calls to reach a quantity goal.
If you are looking for ways to improve your productivity and replace quantity with quality, CAPS™ Telephone Skills training can help you achieve this goal. We can show you how to improve your ratio of calls to appointments and make using the telephone a more pleasant and gratifying experience.
Contact Us today to find out more!
