1.      Script out the first 10 seconds of your call as these are the seconds a consumer will use in determining whether or not to hear you out. Within the first five minutes of your call you should state your purpose for calling; then the time it will take to pitch your product; followed by setting an agenda where both parties state what they want to get out of the call; and finally, touch on the final outcome of the call.

2.      Lead with common challenges and how you can solve their deepest frustrations. Find out what the client’s number one concern is; how much it’s costing them in lost revues (What is this issue costing your company?); understand the personal cost the problem is having for the client (How does this effect you personally?)

3.      Ask questions!

4.      Turn off the enthusiasm and be more natural as this will make the conversation feel more natural rather than as an infomercial.

5.      Be a persistent caller.

6.      Leave original voicemails as this will engage the client and you won’t sound stiff and boring.

7.      Schedule a meeting on the call with the exact date and time followed by an emailed calendar invite. This will show you’ve listened to their concerns and you want to give them a serious solution to their problem.

8.      Never miss a scheduled phone sales call with a client as this makes you look unprofessional and shows you are not serious about giving them a solution to their problem.

9.      Don’t make calls during normal working hours if you can. You are more likely to have a client pick up before 9 a.m., after 5 p.m., or on the weekend as that is when their “gatekeepers” are not around; if you can’t get past the gatekeeper then be firm with them, but not rude; if the gatekeeper asks any questions give vague responses.