Prospecting: Five tips for phone-phobes

When your phone is the only way you have to reach new clients, it’s important to pay attention to how you use it. In his book “Prospect Factory,” Ted Stevenot illustrates how to improve your phone presence:

1. Objective – Have a clearly-defined goal before you make the call.
2. Length – Keep it short and to the point. Don’t keep prospects on the phone until they tire of you.
3. Pace – Speak slowly, but get through your calls quickly. Don’t let interruptions distract you or wait on hold for long periods of time.
4. Voice – Don’t begin or end sentences on an up tone, and be sure to speak clearly.
5. Temperament – Go with the flow. Don’t be confrontational or pushy.