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Strategic Tips For Contacting Prospects From Your Strategic Thinking Business Coach
By: J. Glenn Ebersole, Jr., Chief Executive of J. G. Ebersole Associates and The Renaissance Group ™

Every day presents new opportunity to contact prospects. Are you prepared to make those contacts every day? Do you have a strategic action plan in place to help ensure the most effective prospecting possible? Strategic thinking marketers have gained an understanding of what is possible for them and their business through effective prospecting. A strategic thinking marketer is always looking for new ideas and tips for becoming more effective with their prospecting efforts. A growing number of these successful strategic marketers have business coaches are reaping the benefits of prospecting tips from their business coaches. Here are some of the most effective tips regarding contacting your prospects, according to Your Strategic Thinking Business Coach.

Tip #1: When calling a prospect, DO NOT start your telephone conversation with that tired opening statement of “How are you today?” This will almost always raise a red flag and put the prospect on the defensive because it signals “telemarketer.” A more acceptable, mannerly and professional start is to introduce yourself and state why you are calling.

Tip #2: AVOID asking your prospect, “Are You Busy?” in your opening statement. It is much more professional to state the purpose of your call right away. In addition, it could be appropriate to state your respect for their time and give an estimate of the time you would like to share with them on the phone. If you meet resistance to the amount of time or timing of the call, then it is proper to ask for them to give you a more appropriate time to call them.

Tip #3: DO NOT act like you know the person and are a close friend when you have never met them. Again, this is very detectable as being phony and also signals a “telemarketer” or some other unprofessional sales person.

Tip #4: DO share the name of a referral in your opening on the telephone, if this is how your phone contact was initiated. A trusted referral name will almost always put the contact at ease or at least much less defensive.

Tip #5: DO include some benefits into your opening on the telephone call. This is your opportunity to use your USP – Unique Selling Proposition, your 30 second elevator speech, etc. The more specific you make this, the better.

Tip #6: PREPARE mentally and be enthusiastic and positive. Smile while you are talking to the prospect. Yes, I know the person cannot see your smile, but believe me, they will know you are smiling.

Tip #7: SMILE while you are talking to the prospect. Yes, I know the person cannot see your smile, but believe me, they will know you are smiling.

Tip #8: BE PREPARED before you pick up the telephone to call your prospects. Rehearse your opening.

Tip #9: BE HONEST. If the prospect asks you a question and you do not know the answer, tell them you do not know and that you will get back to them on their question.

Tip #10: ALWAYS say thank you to the prospect for sharing time on the telephone with you.

Your strategic thinking business coach encourages you to fully realize the benefits of business coaching to more strategically market and grow your business. If you would like to learn more about how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com

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