One of the most frustrating aspects of selling is having a great list of potential leads and then being unable to actually get through to and talk to those people. It may be a receptionist with bullet-proof teeth, the person you never seem to be able to get on the phone after the initial contact or that won’t get back to you, that no-soliciting sign, or that nagging question: How do I continue to chase this person without being a pest or seeming desperate? Here we’ll look at the quickest ways to get past these obstacles and talk to the prospect.
Four Ideas for Getting Through to the Prospect
1) Getting past the receptionist
Probably the most common roadblock to the prospect is the receptionist. In order to get around the receptionist, employ the following techniques:
a) Speak as if you know the prospect. Imagine calling a friend at work, how would you ask for your friend? If the receptionist asked who was calling, what would you say and how would you say it? Use that “friend” mindset when calling. When you encounter the receptionist, say, “Hi, is (prospect’s first name) there?”, in a friendly and upbeat tone. When she asks who’s calling, say, “Yeah, (your name).” If she asks what company you’re with, say, “Um, (the name of your company).” And say the company name in a questioning tone of voice, as if the company name is not of any significance.
I’m not telling you to deceive the receptionist and tell her you know the prospect when you don’t. A significant portion of communication is “how” you say something, if you simply ask for the prospect as if you’re a friend, you’ll find that many times the receptionist will hear that in your voice and put you through.
b) Call or stop by when the receptionist isn’t there. Most receptionists are there between 8 a.m. and 5 p.m., simply call or stop by before 8 or after 5.
c) Get referred to the prospect. Mentioning a friend or business associate that referred you to the prospect will usually get you through the receptionist.
d) Send a letter, e-mail, or fax and follow up with a phone call or send any of these and request a meeting with the prospect.
2) No-pest multi-contact prospecting to make initial contact with the prospect
If you are targeting specific prospects, you need to reach out to them 9 to 13 times before you give up and move on. You can’t expect people to get back to you after one, two, or even more contacts.
Start with a phone call and send a follow-up e-mail or letter immediately. Call again and send out another letter or e-mail a week later. Repeat this the following week. After your third call and letter, stop by in-person. If an in-person visit isn’t feasible, make a fourth call a week after the third call and letter. Finally, finish with a “last-chance-to-get-back-to-you” phone call.
Also, be pleasant and conversational in all your communication, as if you are talking to a close friend or family member.
3) How to handle No Soliciting Signs
If calling in-person and you run into a No Soliciting Sign, ignore it. Occasionally, someone will refer to the sign, but you’ll find that most people won’t. If they do, simply state the purpose of your call. For example, say, “Oh, I’m sorry. My name is (your name) with (your company), I was just hoping to catch (prospect’s name) for a moment.”
If they persist, say, “I’m not selling anything. I was simply hoping to introduce myself to (the prospect).” If they continue to stick to their guns, say thank you and leave. You can call on the phone later and try to set up an appointment or call before or after the receptionist is in. Obviously the one sure way to avoid all No Soliciting Signs is to call people on the phone instead of in person.
4) You’ve reached the prospect the first time, but can’t get them back on the phone.
If you got to someone once, but can’t seem to be able to catch them again, try these techniques:
a) Try contacting them at different times during the day. Most people have a time during the day when it is best to reach them whether it’s first thing in the morning, at lunch, later in the day, or after normal business hours. Simply try at these different times. You can also make a note after the first call as to what time of the day you initially reached them.
b) Ask when the best time to reach them is. Either ask the prospect on the first call or, ask the receptionist on a follow-up call.
c) Make a follow-up appointment the first time you talk to them. At the end of the first call, get on their schedule for the follow-up call.
d) If you’ve been calling on the phone, stop by in person.
e) Call every hour until you reach the prospect. This is a technique you will use sporadically for the hard-to-reach hot prospect. Make sure you’re calling from a blocked or unknown number and don’t leave any messages.
John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to speak at your next event, go to: www.completeselling.com John has over 27 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For permission to reprint, e-mail: johnchapin@completeselling.com.
