| DO match and mirror
the speed, tone and volume of the other person's voice. |
| DON'T speak in
a monotone. |
| DO call for a specific
reason such as to provide some information of value. |
| DON'T call just
to check in. |
| DO go the prospect's
web site first to see if they fit your ideal prospect
profile. |
| DON'T randomly
send out expensive (your time, material costs and postage)
literature. |
| DO tell the truth
even if you do not have the answer to a question at
that moment. |
| DON'T try to fake
like you know the answer to a question you don't. |
| DO ask for the
business. |
| DON'T assume you
have it until the paperwork is signed. |
| DO use good manners. |
| DON'T assume an
air of familiarity. |
| DO speak clearly
and slowly when leaving a message. |
| DON'T mumble your
message. |
DO leave your name,
company name, area code and phone
number twice in a row. |
| DON'T leave your
name and phone number only once. |
| DO get the person's
name right before speaking with them or leaving a voice
mail. |
| DON'T mispronounce
their name. |
| DO use direct questions
or statements such as "Maybe you can help me." |
| DON'T use wishy-washy
phrases such as Might you possibly please tell me some
information?" |
| DO write down an
assistant's name if they provide it to you. |
| DON'T ask for their
name and put them on the defensive since they might
think you are going to get them in trouble. |
| DO develop different
forms of marketing materials such as a one page Key
Benefits fax cover sheet. |
| DON'T rely solely
upon printed literature. |
| DO leave a voice
mail for of "What's In It for Them" compelling
benefits. |
| DON'T leave a voice
mail to see "if they might be interested in what
you have." |
| DO listen to and
concentrate on what's being said. |
| DON'T let your
mind wander. |
| DO identify all
the buyers and influencers. |
| DON'T rely solely
upon one person who may leave for another job. |
| DO be polite yet
respectfully persistent. |
| DON'T give up after
one or two calls. |
