Phone Stalking

Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.

So how do you reach your prospect?

There are some tried and true tactics for getting even the most elusive prospects on the phone. Some call it “Phone Stalking.” Rest assured, these types of techniques can and should be done professionally. In fact, your prospects may even thank you for your persistence.

Phone stalking takes patience and know-how, but the results are well worth it.

Let’s start with the patience part, or:

How to Get a Prospect on the Phone

Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.

So how do you reach your prospect?

Here’s the magic bullet dilemma. What are the tried and true best practices for reaching and engaging your prospect in a live phone conversation? There’s no one answer, but there a variety of techniques you can try, and one of these should do the trick for you.

Take some time to know the answers to these questions:

• What is the best time of day to reach my prospect?
  
• How will the best time to reach my prospect differ with location, seniority, and company size?
  
• How many times do I need to “touch” each prospect in order to get my foot firmly in the door?

Knowing What to Do and What Not to Do

Here are some other questions to think about:

Is it ever ok to call a prospect’s cell phone?
Answer: MAYBE. When you do, you just need to approach the situation appropriately.

The purpose of leaving voicemails is to get a call back.
Answer: PROBABLY NOT. Voicemails are not an effective way to get a high return rate to your call. However, voicemails are very useful for other reasons, such as providing soft ‘touches’ and provide useful information to prospects. The trick is to know how often to use these techniques.

I am being too pushy if I can’t reach my prospect and attempt to contact my prospect too frequently.
Answer: PROBABLY NOT. You can never be too persistent when calling a senior executive. Nine times out of ten, the prospect will reward you for your professional persistence.

Thoughts?

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