Pick Up The Phone and Sell

CHAPTER 20AN EFFECTIVE PROACTIVE CALL HAS THREE PARTS

A successful proactive call has three main parts:

1. The opening, where you spend a few minutes building your relationship
2. The shift to business, where you ask some specific questions
3. The pivot to the sale or the next communication

ALTOGETHER, EACH OF THESE CALLS LASTS 5 TO 10 MINUTES – NO MORE

They're very fast and highly effective. Let's go through each portion of a proactive call now.

Part One: The Opening

Here is where you say hello, catch up, and lay the foundation for the rest of your call.

Focus on the other person, and ask about their family and their kids if applicable.

LANGUAGE IF YOU KNOW THE CUSTOMER OR PROSPECT

“Joe, it's Alex Goldfayn. How are you? I was thinking about you. How's your family? Kids doing well? How has their school year been?”

Language If This Is Your First Interaction

“Hi Joe, it's Alex Goldfayn with the Revenue Growth Consultancy. I was referred to you by my friend and customer John Anderson from XYZ Company. How are you?”

or …

“Hi Joe, it's Alex Goldfayn with the Revenue Growth Consultancy. I was working with a client similar to you, and they were having excellent success with a few processes [or products] of mine, and I wanted to pick up the phone and tell you about it because I think it can be helpful for you, too. Do you have a couple of minutes?

“How are you? All good with your family? How is everybody getting through this past year?”

Regardless of the option you select, ...