How to properly answer new prospect phone calls to

boost sales

Here’s a basic phone script.   There is a method to my madness in this phone script.

I’ll explain why in a second.

Here’s how a typical phone call would more or less go when I got a call from a prospect.

ME:

“Hi this is Tony Goicochea”

PROSPECT:

“Hi Tony, my name is John Smith and I found your ad on Craigslist and I’m calling to find out what your rates are and what your schedule’s like”

ME:

“OK, John let me ask a few question first if I could.  Are these lessons for you or are they for someone else?”

PROSPECT:

“Actually they’re for my son.  He’s been wanting to learn to play the guitar for a long time now and we just bought him a guitar.”

ME:

“Great!  What’s your son’s name?”

PROSPECT:

“His name is Paul”

ME:

“OK, has Paul ever played any instruments before or had any music lessons elsewhere?”

PROSPECT:

“Not really.  I mean he played the flute in elementary school but he didn’t really like all that much.”

ME:

“OK and how old is Paul?”

PROSPECT:

“He’s 14.  He just started high school this year.”

ME:

“Great.  Let me ask you a question, where you are located?”

PROSPECT:

“We live on West Broadway and Spring Street.”

ME:

“Oh wow, that’s a very nice neighborhood”  (If it’s not a nice neighborhood, say “OK”)

PROSPECT:

“Yeah we really love it here in this part of the city.”

ME:

“I can imagine.  It’s definitely a nice and popular part of town.  Now John what does Paul’s schedule look like for lessons?”

PROSPECT:

“Paul’s got basketball on Monday and Wednesdays, so we’re pretty free Tuesday and Thursday.  Tuesday after 6PM and Thursday after 4pm.

ME:

“OK great!  I can do Thursday at 5PM.  So the way my rates work is … (This is where you go in to what your rates are)

Be sure also to collect some information at some point.  Make sure you get your prospects phone number and address.

ME:

John I look forward to meeting you and Paul this Thursday at 5PM.

The method to my madness.

So the reason I answered the phone call like this is for a few reasons.

  • Whoever asks questions is in control
  • I needed to find out where the prospect lived for a few simple reasons.
  • If you travel to a student’s home to teach them you will need to increase your prices.
  • If they live in a very good neighborhood (i.e. West Broadway and Spring Street) you need to raise your prices even more.
  • Also the farther away you live from a prospect the more you should charge.
  • Even if you teach out of your own home, you need to find out where the prospect lives, because if they live in a wealthy neighborhood, they can easily afford higher rates and you should charge more as such.
  • Finally, it is important to use the prospect’s first name at least once in a conversation this short.  Don’t use their name  more than say three times.  Ideally one or two times in a conversation this brief suffices.  Why use a prospects first name?  People simply love the sound of their name and it builds rapport.   (If you meet someone in person it also helps you to remember their name… see this link here http://www.keithferrazzi.com/business-networking/one-easy-networking-trick-for-immediate-impact/ Yes though shalt click on this link – trust me)

Answering the phone isn’t that hard.

You need to lead the conversation as I did above, build some rapport, and find out where they live (really only so you can figure out if you’re dealing with affluent clients).

You also need to act like a decent human being who isn’t a freak show.

Tony

P.S. If you want to learn more can’t lose, money making skills that you take with you for the rest of your life, click here.

P.P.S.  If you’re ready to increase the size of your teaching roster, possibly even doubling the amount of students you
teach in a few short months click here.

P.P.S.  Be sure to visit the free sample page where you get the first two chapters FREEEEE by clicking here

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