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Warming Up To Cold Calls
by Chuck & Sue DeFiore
Will you do just about anything, including sending out hundreds of
letters, to avoid making cold calls to your potential
customers/prospects? If so, you're not alone. Millions like you have
started their own businesses, only to find that the thought of making
calls to potential customers/prospects leaves them paralyzed with
anxiety. Believe me I was one of them. For those of you who know us and
have read "Who Makes It Happen", remember what I used to go through
before I would get on the telephone to cold call.
However, as an business owner/entrepreneur, the telephone is one of the
single most important tools at your command. The key to getting over
your hesitation is to stop thinking about your call as a sales pitch,
and instead begin practicing "consultative selling." This means
uncovering and filling needs in a friendly, supportive way. For those in
lease purchase this is very conducive. We are helping buyers and
sellers.
So for those of you in other types of businesses, before you ever pick
up the telephone to contact a potential customer/prospect, ask yourself,
"What does my potential customer/prospect need from me, and what does my
company have to offer that will help this potential customer/prospect
get what he wants?" Then set a goal for your call that will move the
potential customer/prospect closer to a buying decision, such as gaining
an appointment or preparing a price quote.
According to business owners/entrepreneurs in all types of businesses,
one of the biggest reasons they hesitate to prospect by telephone is
they're unsure of what they should say at the outset. A short,
three-part opener, including an introduction of yourself and your
company and an opening benefit is the best way to start.
When introducing your company, be sure you can describe what you do in
just a short phrase: "This is Susan DeFiore, of DeFiore Enterprises. We
are lease purchase consultants." Now mention the benefit: "We can move
your home in 30 days or less with the lease purchase advantage." By
stating your benefit clearly in your opener, you give the person a good
reason to listen further.
Effective telephone contact is made up of two components: Asking good
questions and listening carefully to the answers. Ask questions to
qualify prospects and overcome objections. Again, for those of us in
lease purchasing, we use our telephone script to obtain all the
information we need.
There are two types of questions: closed-ended and open-ended.
Closed-ended questions are fact-finders. They can be answered with a
fact, a "yes" or a "no". An example of a closed-ended question is:
"Would Lease Purchasing work for you?"
Open-ended questions are used to draw someone into a conversation. They
reveal the emotion behind the facts. "What do you like best about your
home?" is an example of an open-ended question.
So plan in advance the types of questions you'll ask prospects. Do this
even before you get on the telephone. If you can, practice on friends or
family. Get their input. Then be sure to record your information in a
"call report" for future use. Your call report should include the
prospect's contact data, answers to important questions and details on
the steps you plan to take.
If you find out your potential customer/prospect is already using one of
your competitors, rather than hanging up or ending the conversation
realize that this indicates to you this individual is a qualified
potential customer/prospect. They are already using this type of
service. At this point you need to point out to the potential
customer/prospect the benefits of working with you, and how you will
make the switch worthwhile.
Let's say the seller is with a Realtor. Suppose you could still have
your home listed, while we find a tenant/buyer for your home.
After your potential customer/prospect has answered your questions, it's
time to close. You've asked good questions, listened carefully and
provided benefit-oriented information. Now ask for what you want. In
lease purchasing, "When can we set up a meeting so we can start the
lease purchase process?"
If you can't meet your original goal, state what you will do, such as
send the prospect more information and keep in touch. Then be sure to
follow through. If the individual doesn't want to do a lease purchase,
send out your follow up information.
Relax and follow these steps. With a little bit of practice, you'll find
the telephone to be a powerful ally in building your new business.
Copyright 2000, DeFiore Enterprises.
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About the Author
Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to
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Click here to learn more about Chuck and Sue DeFiore
Articles by Chuck and Sue DeFiore
 Managing Cash Flow 
Juggling The Day With A Deal
Various Aspects Of The Lease Purchase Business
Does Your Business Need An Attitude Adjustment?
Ethics in Business..A Lost Art
Referrals…The Secret Weapon
How To Give Yourself A $20,000/Year Raise
A Forgotten Marketing Tool - The Postcard
Using Those Business Cards
Is Your Business Safe?
Getting Started In Real Estate
Take It To The Customer
The Art Of Calling on Real Estate
Finding and Qualifying The Tenant/Buyer
Checklists for Tenant/Buyers and Sellers
The Lease Purchase Business Day
Warming Up to Cold Calls
Businesses - Leisurely Dining Or Fast Food?
How Do I Implement The Lease Purchase Plan
Guidelines For Choosing A Guru, Coach...
Are You A Shoulda, Coulda, Woulda?
Are You Profiting From O.P.P.?
The Many Ways To Profit From O.P.P....
How Do You Profit From O.P.P.?
Consulting Your Way To A Six Figure Income!
Business Partners & Marital Partners (Part I)
Business Partners & Marital Partners (Part II)
The "Psyche" of The Seller and The Tenant Buyer
The Divine Secrets Of The Ya Ya Lease Purchase Hood
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Article reprinted courtesy of Total Real Estate Solutions
http://www.totalrealestatesolutions.com
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