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10 Phone Marketing Mistakes to Avoid

"I hate making marketing calls. I don't know what to say and how to say it. I've been assigned to find new clients and in the past 4 weeks I brought in zero new clients."

Do you ever feel this way

Are you tired of being turned down

Are you frustrated by your limited success selling on the ph0ne

Making any of the mistakes below takes the fun out of your job and can kill your sales.

1. Using Push Versus Pull Marketing Most of us don't like pushy people who talk about themselves all the time. Think about your marketing. Are you constantly pushing information out about yourself, your products and services This may be pushing prospects away when what you want to do is pull them in.

Focus your marketing on prospects' concerns and offer them something they want. You'll help them, convert them to clients and increase your revenue.

2. Not Generating Enough Qualified Leads Marketing is about starting conversations with prospects so you can learn what they need and help them understand the solution you provide. To bring in more business, help more people understand what you do and prompt prospects to contact you.

Does your marketing help you generate enough leads and start a conversation with prospects

With the right marketing message, advertising copy and online and offline strategy you can generate a steady stream of qualified leads.

3. Responding To Inquiries With an Email or a Letter Nine times out of ten, when you send a prospect a written response to a query, it won't result in a salŽ. Pick up the ph0ne and you can use their quŽstions to start a conversation. With just a couple of additional quŽstions you can learn what their objectives are and then you can sell them the solution.

4. Quoting Price Too Soon When prospects call, one of the first quŽstions they ask is about pricing. Tell them right away and you risk ending the conversation and losing the salŽ. Dollar figures by themselves are meaningless.

When a prospect asks what you charge, don't tell them until you've had a chance to learn what they want. Then put the price in the context of the value and quality solutions you provide.

5. Wasting Time With People Who Aren't Buyers No matter how good your system is for qualifying leads, you'll end up on the ph0ne with people who can't afford your services or won't benefit from your products. Conversations like these can take up way too much of your time.

Use your qualifying quŽstions and their responses to determine within the first 3 minutes of a conversation whether or not the person you're talking with is a promising prospect. If not, thank them for their inquiry and move on to your next call.

6. Doing Too Much Talking You know your services and products inside out; you could talk for hours, if not days, about your processes, product features or benefits. Don't. You'll losŽ your prospects attention, especially if you're marketing over the ph0ne.

Whenever you call a prospect or they call you, use the call to learn what they want and need. Ask quŽstions. Let them do the talking so that you get the information you need.

7. Not Clarifying Value From the Client's Perspective You have a crystal clear idea of the benefits of your products and services; you want prospects to understand these benefits from their point of view.

To help prospects understand the value you provide, get them to define what they are looking for and what it's worth to them.

8. Not Getting To "Yes" Your primary objective is to get the prospect to say, "yes" when you ask them whether they want to place their order or sign up for your services. Set up a pattern of "yes" answers and you'll increase the chances they will say "yes" when you ask them to buy.

Review their objectives and ask them if that is what they are looking for. Review the solution you provide and ask them if that is what they are looking for.

9. Neglecting To Ask For The SalŽ If you want people to buy your products and services, you need to ask for the salŽ. This sounds obvious, but the tendency is to wait for the prospect to say they are ready to buy.

Why do we do this

Until you gain confidence in your ph0ne selling technique, you're afraid of getting turned down when you ask for the salŽ. It's common to compensate by talking endlessly about the features and benefits of your products and services.

If you're working with qualified leads, many of the people you are talking with want to buy your products and services. Help them clarify the value and then help them make the purchase.

10. Forgetting To Follow Up On SalŽs When you make a salŽ it may seem like the end of your marketing effort. Think of your first salŽ not as closing a salŽ but opening the door to a long-term relationship and you'll increase future salŽs.

When a prospect becomes a client or customer, they've provided tangible evidence of their trust in you and your products and services. Follow up with a ph0ne call to find out how the product or service is working and there is a good chance you'll uncover a need for more of your products and services.

by Charlie Cook

You don't have to hate marketing on the ph0ne. Learn what to say and how to structure the conversation and you'll have more fun and make more salŽs. -2004 © In Mind Communications, LLC. All rights reserved. -The author, Charlie Cook, helps service professionals and small business owners attract more clients and be more successful. Sign up for the FrŽŽ Marketing Plan eBook, '7 Steps to get more clients and grow your business' at

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