Workshops & Speeches
Courtesy of Bravenet
What Are the 5 Don'ts When
Calling a Prospective Client?
by Kendall SummerHawk
Making a call to a prospective client ranges from returning their initial
call to you, to making a complete cold call. Either way, here are 5 major
to pay attention to when you pick up the telephone.
DON'T SPEAK QUICKLY
Unless the person answering the telephone also speaks quickly, talking too fast
will just irritate them and make you difficult to understand. Instead, try to
match your voice tone and speed to theirs so they feel more comfortable quickly.
DON'T ASK 'HOW ARE YOU?'
This question seems innocent but unless you really know a person it only serves
to alienate them. Besides, asking it screams "tele-marketer". Instead, ask them if it is a good time to talk. This will go a long ways
towards building rapport.
DON'T START TALKING RIGHT AWAY
People make the mistake of launching into a description of their company or
service in an effort to hide nervousness or because they are under the mistaken
belief that they have to do this to get attention. Asking permission to ask
questions is a far better way to get attention. You are making the
conversation about them, instead of about you.
DON'T TALK ABOUT WHAT YOU DO
Talking about what you do early in a conversation is a trap - don't fall into
it! If asked, keep your answer to 1 or 2 sentences at the most. This takes
practice and discipline but it's worth it! Otherwise, you risk the other
person not paying any attention to what you are saying because it is too much
DON'T SEND A BROCHURE WITHOUT AGREEING ON THE NEXT STEP
Being asked to send a brochure is fine but unless you also ask what the next
step is once they review your material, then you risk being put off indefinitely. Asking what they want you to do after sending the brochure is
simple, powerful and effective in setting a mutually respectful expectation
of how you are to communicate with each other.
Kendall SummerHawk specializes in helping entrepreneurs who
love what they do but wish marketing would just 'go away'! Kendall's unique permission marketing approach has helped
hundreds of entrepreneurs attract better paying clients with less effort. For free marketing tools, visit
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For more insights on the economy, markets and life as an entrepreneur, visit Anne Wenzel’s “Reflections of an Economist” blog.