Making a phone call with a referral
Requesting feedback and ideas
Calling a lead without a referral
Scenario: You receive a letter in the mail from a large stock brokerage firm. It is a solicitation for IRA accounts. The letter is signed: Jane Doe, Account Executive.
You: "Hello, is Jane Doe there?"
Jane: "Hello, this is Jane Doe."
You: "Your letter prompted me to call."
Jane: "Are you interested in the IRA literature I sent?"
You: "Yes, but not in the way you think. I've been in sales for quite a number of years and am thinking about making a switch to selling stocks and bonds and wanted to learn more about it. Do you suppose you would have time to have lunch one day next week so I might ask you some questions about your work?"
Getting past the operator
To confirm that a person is still in the job:"I am sending correspondence for Sam Smith and need to verify his exact title."
If Sam Smith is no longer in his position:"So I can update my records, can you please give me the full name and spelling of Mr. Smith's replacement?"
You have written a target letter to Sam Smith and indicated you would be calling in a few days:"Good morning, my name is _____. I would like to speak to Sam Smith, please. He's expecting my call. It concerns my letter of April 3rd."
Cold call"Hello, this is ________. I would appreciate talking with you at your earliest convenience. I have an important question. I can be reached at ______."
Call with a connection"Hello, this is _______. I am calling at the suggestion of our mutual friend, Jack Jones. My telephone number is ____. Thank you for getting back to me."
What are key points to remember?
- Work to have a genuine positive attitude and approach, be open to opportunity.
- Constantly look for introductions - common interests.
- Develop a networking strategy or plan.
- Research and create a script or outline before you initiate a discussion.
- Know and leverage your strengths, work to develop your weaknesses.
- Don't take rejection personally.
- Be willing to ask for help and be specific about what you need.
- Nurture your relationships in order to maintain them.
- Work to provide help and resources to others.
- Develop new relationships - over time.
- Learn from your experience and continue to hone your skill.
- Get organized, stay organized.
- Commit to networking as an every day routine, a way of life.