How can you maximize client prospecting with phone calls?

A call is personal, and so your message should have personal relevance for the receiver. Beware generic scripts, and resist the urge to sell on your first call. Have a purpose, and get to this directly - answering first the question of "Why should you listen to me." Start by giving and offering value, and lead with an attitude of curiosity. A relationship and trust takes time to build, so if you want this to develop, you need to view this as an investment in a multi-stage journey. We don't know what value will come, but I guarantee we learn something every time we speak to clients or prospects.

Know your product before getting on the phone. You shouldn't need a script to go over the value of the product or service you are selling. Develop a conversational tone rather than that of a used car salesman. You should be able to hold a conversation, quite easily, about your product/service, for hours if need be! It helps to love what you're selling and find something about the product or service to get authentically passionate about. Phone outreach can be powerful as more sales people move to predominantly digital outreach. If you actually get someone on the phone the last thing they are going to want is for you to dive into a script.

Scripts are crucial, but it should be based on the problems you fix and who buys from you, avoiding marketing speak and product features or benefits. Make it all about the prospects world and them, not you.

Always think customer first. When would they like to receive your message? What could ease the way for your message? You expend so much effort, and a successful call is so rare, don't waste your chance calling aimlessly without a plan, or not considering your customer's perspective. Avoid just before going home time, just before the hour when people are rushing before an appointment, their lunchtime break, evenings etc. Test and learn what times are best for what types of calls and receivers, and show respect and care for your recipients. With clear planning and strategy, you dramatically tilt your odds of success.

Time blocking is vital here. Block your calender out for say 1 hour to just hit the phones. No research, no emails, no finding the numbers, just call. Emails and all nonessential apps should be closed so you can just get the head down.

Contrary to whats written here, you can't build trust properly within one single call. You can get it started but its a constant slow process. That being said, the only way to build proper trust is to be different to all other sales people when they call. So never do the "hi bob its jim from ABC company, how are you today?" in that hypey sales tone. That kills trust or interest right away. Radical honesty helps. Tell them its a sales or a cold call, then ask if they have 30 seconds or if they want to hang up.

Dont know where the insight on the left came from, but its not good!! If you call with the intention of "showcasing your value and expertise" then all your doing is coming across as a selfish sales person who wants your money. Youll end up talking more than listening. The prospect will feel pressured, you wont be trusted etc etc. First of all, value has nothing to do with the seller, only the buyer. The seller cannot show or give value, only help the buyer uncover if it could be of value when they buy it/use it. Second, the only way to show some level of expertise is by the questions you ask not the information you give.