Client Attractive Telephone Calls That Make's Money

Client Attractive Telephone Calls That Make's Money
by Joyce Oladipo

If you're like most small business owners, you know the value of speaking with a prospective client over the telephone before their first appointment. This initial conversation allows you to introduce yourself, establish a cordial relationship, ask questions, and decide whether to work with this person or not. For these purposes, the telephone is a quick, efficient way of collecting information.

On the other hand, the telephone is the least effective way and the most problematic way, of delivering your marketing message. Why? Because you can't see how your prospect responds.

You can't see the expression on her face, which alerts you to her understanding or bewilderment. You can't see whether she's nodding in agreement or shaking in fear. And when you quote your fee, you can't see whether her eyes convey "no problem," or whether they pop out of their sockets. Over the phone, you can evaluate only your prospect's voice. Often, this isn't enough.

Your marketing message deserves equal documentation. After all, you don't want a prospect to hire you based on what he thought you said, when you really said something else.

How often has a prospect repeated something that was exactly the opposite of what you said?

Regardless of whether your prospect is a naïve consumer or a sophisticated executive, you'd do well to put your marketing message in writing. This becomes even more important if your message contains details your prospect might find confusing, such as dollar amounts, time periods, rules and exceptions, benefits of your service, and more.

When delivering your marketing message, here's the tow things you must deliver: You must provide complete details so your prospect can make an informed decision. But the more information you deliver, the more likely you are to create confusion. To help make sure your prospect digests and understands your marketing message, follow these key steps:

Preparation

Write your marketing message to clearly explain what you want to convey. Anything you say during your first appointment can also be said in writing. Put your message in the form of a personal letter, including answers to frequently asked questions. Discuss everything from the problem your prospect faces, benefits of working with you, to how she hires you and her options. The more complete your presentation, the more efficient and effective your marketing message will be.

Action

When a prospect first calls to talk to you or schedule an appointment don't hesitate to speak with her briefly over the phone. After you introduce yourself and ask a few questions, explain that you have prepared helpful information you'd like your prospect to read and digest before your in-depth conversation. Then send your information by mail or e-mail, or explain where he can find it on your web site. I have a session on my site call the "Interview with Joyce". Here I answer all the question the prospect needs to know to work with me. I have been able to close all my sales me sending prospects to this section of my site before booking an appointment with me. At the end of this page, I invite them to email me to schedule an appointment or register for my programs.

If your prospect emails you after they've read your information, you can now assume our prospect is much better informed about her problem and the ways you can help her.

If your prospect doesn't contact you, then your marketing message has successfully screened out anyone that does not fit your profile as an ideal client.

Follow-up

After you're an in-depth conversation, send a letter that reaffirmed some important points, highlights the why they should work with you. The benefits of your service, and explains why she should act now. This gives you yet another opportunity to deliver key facts in writing, so the success of your marketing effort doesn't depend on her memory.

So to make the best impression on phone, just introduce yourself and establish a cordial relationship. Ask questions, and decide whether this person is an ideal client or not.

Follow-up with prospect efficiently by answering any questions thy might have read about what you do, then invite them to take action.

Do not use the telephone to deliver your marketing message. Instead, use the phone calls to collect key facts about the prospect. What is problem they want to solve? What does it mean to them have it solve, how bad do they want it solved. This will save you a great deal of time. Write marketing materials that will attract your deal client, then deliver your marketing message clearly and effectively.

Love and Abudance

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Online entrepreneur Joyce Oladipo, "Business Growth and Marketing Mentor," is creator of the winning Business Abundance E-zine to Immediately and Exponentially Growing Your Business offline and online. To Discover the 19 Secrets to Immediate and Exponential Business Growth, visit http://www.BeAWealthyEntrepreneur.com