Calling prospects can be tough. Since they are not yet a lead, you have to know what to say and how to say it so that you can engage them. Unfortunately, sometimes it feels like it is easier to turn them off than it is to turn them on.
With that in mind, here are some of the sentences you should avoid saying on your first call with a prospect.
- Leaving a bad voicemail.
Before you even get to speak to a person, think about and practice what you want to say in case you get voicemail. In today’s text culture few people even listen to their messages, but if they do, you don’t want to sound like a bumbling, rambling sales person. The average call-back rate is only 1 percent (HubSpot) even with a good message.
- If I can help you save money/get you a good deal, will you buy today?
This type of sentence (and anything similar) makes you sound like a cheesy used car salesman. Plus, it implies that you can only help them out and save them money if they commit today—not a good approach. People don’t want to be pressured or persuaded; they want to be nurtured.
- Are you the decision maker/who is the decision maker?
Not only can this come across as condescending, but evidence also shows that people often lie and say they are so that they don’t look unimportant. According to Inc., this type of yes/no question should be avoided in favor of a more open-ended style such as, “who else will be participating in this decision with you”?
- Is this a good time? Do you have a few minutes?
Think about it: you are basically giving them an out. There’s a good chance they will say “no, I’m busy, bye”! We know you are trying to be considerate, but don’t give them the opportunity to shut you down before you’ve even had a chance to speak.
- I wanted to…
Your prospect doesn’t really care about what you want. They care about why you are calling them and how you can help them, not the other way around. Try turning it around to empower them such as, what would you like to know about XYZ.
- Anything about their budget.
Of course, you want to know if your prospect is qualified and can afford your services, but now is not the time to mention it. Asking them if they have room in the budget on the first call is the epitome of going too far too fast—a sure-fire way to turn them off quickly. Here are some other words to avoid when pitching.
- Any type of assumption/undocumented claim.
I know you are losing money on advertising... I know you need help with lead generation. But do you really? Don’t make unsubstantiated claims or statements. You should always conduct research before calling a prospect. And while context and background knowledge are helpful, don’t purport to know things you cannot possibly be sure of and don’t insult people with such claims.
We know it can be tough to a change an approach that you have been using for a long time. But, once you start seeing results and converting more prospects to clients you will realize that small changes can make a big difference.
Want to know what to say to the biggest market out there right now, the Millennials?
