| FEATURE GUEST
ARTICLE
Allow the Phone to be a Best
Friend to Your Web Business
(Introducing the 5 Keys to a Great
Phone Pitch)
by Scott T.
Smith, of PromoMinder
& Copywriting.net,
Publisher of
'Starting Point' Newsletter
Even though many people online think they can automate their entire
business, it's just not true. They still must take the time to build relationships and
give prospective clients the personal touch. This is especially important for selling
higher priced products and services.
If you run a Web-based business today serving a national and international marketplace,
you've simply GOT to get your phone chops down and become very good at 'presentation'.
And presentation is something you must think about BEFORE you get on the
phone. It goes way beyond simply knowing the benefits of what you offer to your customers,
which is fundamental and should be a 'given'. Here are 5 keys to a great phone pitch that
can prime the pump and make people want to buy - from YOU.
1. Embrace Your Fear
Do you get sweaty palms, butterflies in your stomach or an increase in your heart rate
before you pick up the phone for a sales call? That's not all bad. The trick is to channel
this nervous energy into excitement - for the opportunity, the future, and the chance to
tell someone about your products and services. Your 'fight or flight' response actually
puts you in a terrific place, because it makes you sharper and stronger.
2. Play the Part
From the moment you pick up the phone, play the part of success. Practice at the grocery
store, library or wherever you happen to be by looking people in the eye when you speak,
and smiling. Sounds simple, doesn't it? But a lot of people like to stay locked to their
computers, staring at the screen. They forget that selling is actually a
relationship-building process. So take positive action, in public. After that, a simple
phone call can be a breeze.
3. See Your Future
Stop everything! Close your eyes, and see yourself five years down the road when you
realize your ultimate profit potential online. The more detailed your imagery, the more
powerful this exercise becomes. Then, write it down.
Use bullet points: 'this happens, and this happens, and this..." You
can literally program yourself for success because it becomes clear which steps you must
take to realize your goals.
4. Tune to the Positive
Right before you get on the phone, think about the best benefits of your products and
services, and how much the person on the other end of the line will love hearing about it.
It's just what they need - and it's just what YOU need, too.
5. Speak from Your Gut
Only if you feel your own passion can others feel it as well. Be vulnerable. If you
absolutely love what you offer, say so! If you are proud of your work ethic, share it.
Don't be afraid to whip yourself up a bit. The truth is that the features of what you
offer often take a back seat to... you.
Both online and off, these five steps are core to successful communication
and will serve you well. So practice your approach, pick up the phone, and go get 'em!
-----------------------------------------------------------------
Author Scott
T. Smith writes Web sites that sell. EXPLODE the response
to your Web site today - for a free estimate, go to http://www.copywriting.net
now and get a
'Free Copywriting Consultation'.
-----------------------------------------------------------------
BACK TO ARTICLES/NEWS |
