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INITIAL APPROACH STRATEGIES

Phone Versus Face-To-Face

Of course when it comes to sales prospecting techniques, if you can get a face-to-face meeting with a prospect, take it, but don’t underestimate the power of the telephone when it comes to sales prospecting techniques.

Just as your prospects’ time is limited, so is yours. You must use the telephone to qualify – or rather disqualify – prospects. The biggest waste of your time is taking a trip on a plane or a long drive to have a face-to-face meeting with a prospect who is not really a prospect.

Use the telephone to make the initial contact when appropriate. This way you can ask key questions that will help you to decide whether it is worth it or not to visit the person – or spend your time finding more qualified prospects.

When it comes to sales prospecting techniques, once you do qualify a prospect, a face-to-face is your best bet to closing a sale because you’ll be able to control your presentation and build rapport better when dealing with a prospect in person.

Prospecting is mostly done by telephone because it is time- and cost-effective. The downside of using the phone, however is that you have little control over the situation. The prospect can cut you off abruptly or even refuse to take your call. You can get caught in voicemail limbo – always getting the prospect’s voicemail and never getting a return call.

See FEAR Selling for sales prospecting techniques that you can use to avoid getting caught in voicemail limbo.