Ten Tips For Making Effective Calls To Your Prospects

Competition in business today is keen and those in business need to seek a competitive edge whenever possible. A strategic approach to making calls to your prospects is one area to gain a competitive advantage. With that in mind, I chose to use some strategic thinking skills to develop a list of ten top tips for making effective calls to your business prospects. Your Strategic Thinking Business Coach offers the following ten tips to increase the effectiveness of calls to your list of prospects.

1. Develop a list of general questions that you want answered by your prospect.

2. Develop another list of more specialized questions that are tailored to each prospect to gain specific insights you need.

3. Identify the person within the prospect organization that is best able to educate and inform you about their organization.

4. Be open and admit that you do not know something.

5. Ask open-ended questions whenever possible, rather than yes or no questions.

6. Encourage the expression of opinions by your prospect.

7. Ask for names of others who might be worth talking to about your prospect.

8. Always end your call with a “call to action” item, such as an agreement to meet.

9. Always follow-up your call with a personalized thank you note.

10. Prepare a summary of what you learned and record it for future reference and use.

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Glenn Ebersole, Jr. is a multi-faceted professional, who is recognized as a visionary, guide and facilitator in the fields of business coaching, marketing, public relations, management, strategic planning and engineering. Glenn is the Founder and Chief Executive of two Lancaster, PA based consulting practices: The Renaissance Group, a creative marketing, public relations, strategic planning and business development consulting firm and J. G. Ebersole Associates, an independent professional engineering, marketing, and management consulting firm. He is a Certified Facilitator and serves as a business coach and a strategic planning facilitator and consultant to a diverse list of clients. Glenn is also the author of a monthly newsletter, “Glenn’s Guiding Lines – Thoughts From Your Strategic Thinking Business Coach” and has published more than 250 articles on business. To find out more about the benefits & rewards of effectively working with a strategic thinking business coach, please contact Glenn Ebersole through his web site at www.businesscoach4u.com or jgecoach@aol.com

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