If you’re trying to make a living dialing leads, chances are you’ve been getting hung up on. (If you haven’t been getting hung up on, you’re not calling your prospects.) If you’re getting a hang up over getting hung up on, here’s how to get over it!
Are you old enough to remember telephone pranks? You know, “Do you have King Arthur in a can?” or “Is your refrigerator running?” (Remember, I asked if you were OLD enough…) Well, I never pranked anyone that way, but I got a huge kick out of creating my own surveys, dialing random numbers from the phone book and going through my questions. Strange, I know, but it was fun. I learned at an early age to be fearless on the phone, to build rapport, and to get over getting hung up on…after all, it was a joke, right?
That changed when I started dialing for dollars professionally. I was still good on the phone, but I was getting hung up on plenty. No matter how long you’ve been telephone prospecting, getting hung up on gets old fast. And if you can’t talk to your client, you can’t get your information in front of them. I knew I had to figure out how to get over that challenge, and fast.
I grew up in an entrepreneurial family and put myself through college with a used car lot. My family, my sales experience and How To Win Friends and Influence Peopletaught me that people love to hear their own name spoken. If you want to put anyone at ease, learn their name and use it.
If you’re working leads, you have your client’s name right in front of you! What could be easier? You don’t have to figure out how to ask for it without sounding “scripted,” you don’t have to worry about remembering it: it’s written down in front of you.
“But how will I use it, and when?” you might be wondering.
Here’s the trick: If you’re dialing a client named Jack and a man answers the phone, assume that it’s Jack that answered and use his name: “Hi Jack, it’s Donna calling you back.”
You might have to practice this technique a few times before it flows from your mouth seamlessly, but once you’ve got it down, it will cut the number of times that you’re getting hung up on. Guaranteed.
Here’s why: We all respond to our name. It’s hard not to. Have you ever tried? We even respond when someone we don’t know is calling someone else that has the same name that we do; after all, it’s our name, too.
When you dial a client and that person answers the phone and THEN you ask, “Hello, may I speak to Jack?” If it’s Jack answering the phone, in a New York minute Jack can deduce that he doesn’t know you because you don’t know him – that makes him suspicious and you a telemarketer. Jack says “You’ve got the wrong number,” and SLAM…you’re getting hung up on.
On the other hand, if you call Jack by name and assume the relationship – “Hi Jack, it’s Donna” – Jack is wondering where the heck he knows you from and he goes along with you to see if he can figure it out. It’s your foot in the door, and that’s all you need to work your magic!
So practice, be willing to work through the rough spots until it’s smooth as glass, and soon you’ll find that getting hung up on happens only occasionally, and when it does, it’s no big deal!