| Will you do just about anything, including sending out | | | | prospects and overcome objections. Again, for those |
| hundreds of letters, to avoid making cold calls to | | | | of us in lease purchasing, we use our telephone script |
| your potential customers/prospects? If so, you're not | | | | to obtain all the information we need. |
| alone. Millions like you have started their own | | | | There are two types of questions: closed-ended and |
| businesses, only to find that the thought of making | | | | open-ended. Closed-ended questions are fact-finders. |
| calls to potential customers/prospects leaves them | | | | They can be answered with a fact, a "yes" or a "no". |
| paralyzed with anxiety. Believe me I was one of | | | | An example of a closed-ended question is: "Would |
| them. For those of you who know us and have read | | | | Lease Purchasing work for you?" |
| "Who Makes It Happen", remember what I used to | | | | Open-ended questions are used to draw someone |
| go through before I would get on the telephone to | | | | into a conversation. They reveal the emotion behind |
| cold call. | | | | the facts. "What do you like best about your home?" |
| However, as an business owner/entrepreneur, the | | | | is an example of an open-ended question. |
| telephone is one of the single most important tools | | | | So plan in advance the types of questions you'll ask |
| at your command. The key to getting over your | | | | prospects. Do this even before you get on the |
| hesitation is to stop thinking about your call as a sales | | | | telephone. If you can, practice on friends or family. |
| pitch, and instead begin practicing "consultative selling." | | | | Get their input. Then be sure to record your |
| This means uncovering and filling needs in a friendly, | | | | information in a "call report" for future use. Your call |
| supportive way. For those in lease purchase this is | | | | report should include the prospect's contact data, |
| very conducive. We are helping buyers and sellers. | | | | answers to important questions and details on the |
| So for those of you in other types of businesses, | | | | steps you plan to take. |
| before you ever pick up the telephone to contact a | | | | If you find out your potential customer/prospect is |
| potential customer/prospect, ask yourself, "What | | | | already using one of your competitors, rather than |
| does my potential customer/prospect need from me, | | | | hanging up or ending the conversation realize that this |
| and what does my company have to offer that will | | | | indicates to you this individual is a qualified potential |
| help this potential customer/prospect get what he | | | | customer/prospect. They are already using this type |
| wants?" Then set a goal for your call that will move | | | | of service. At this point you need to point out to the |
| the potential customer/prospect closer to a buying | | | | potential customer/prospect the benefits of working |
| decision, such as gaining an appointment or preparing | | | | with you, and how you will make the switch |
| a price quote. | | | | worthwhile. |
| According to business owners/entrepreneurs in all | | | | Let's say the seller is with a Realtor. Suppose you |
| types of businesses, one of the biggest reasons | | | | could still have your home listed, while we find a |
| they hesitate to prospect by telephone is they're | | | | tenant/buyer for your home. |
| unsure of what they should say at the outset. A | | | | After your potential customer/prospect has |
| short, three-part opener, including an introduction of | | | | answered your questions, it's time to close. You've |
| yourself and your company and an opening benefit is | | | | asked good questions, listened carefully and provided |
| the best way to start. | | | | benefit-oriented information. Now ask for what you |
| When introducing your company, be sure you can | | | | want. In lease purchasing, "When can we set up a |
| describe what you do in just a short phrase: "This is | | | | meeting so we can start the lease purchase |
| Susan DeFiore, of DeFiore Enterprises. We are lease | | | | process?" |
| purchase consultants." Now mention the benefit: "We | | | | If you can't meet your original goal, state what you |
| can move your home in 30 days or less with the | | | | will do, such as send the prospect more information |
| lease purchase advantage." By stating your benefit | | | | and keep in touch. Then be sure to follow through. If |
| clearly in your opener, you give the person a good | | | | the individual doesn't want to do a lease purchase, |
| reason to listen further. | | | | send out your follow up information. |
| Effective telephone contact is made up of two | | | | Relax and follow these steps. With a little bit of |
| components: Asking good questions and listening | | | | practice, you'll find the telephone to be a powerful |
| carefully to the answers. Ask questions to qualify | | | | ally in building your new business. |