Phone to prospects (3B)

Your business is only as healthy as those with whom you've chosen to work. Develop a "screening process" for prospects so you don't waste time and money on prospects who don't have a significant likelihood of turning into sales.

Get your prospects' e-mail addresses! Technology will become (and in some cases already is) available in the next six to twelve months that will allow you to contact an unprecedented number of people, and it hinges on the simplicity of e-mail. Having to go back and collect e-mail addresses is an oft-frustrating and always time-consuming process, so start now if you haven't already.

Don't give your rates to prospects right away. You're not being evasive; it really is true that the rate will depend on the client, and the rate also depends on the information you have about the client. At the first phone call, you may not have enough information, so wait until you do before you give out rates. Giving them rates also allows them to control the conversation, and you must control it if you're going to get anywhere. Ask great questions; don't just answer them, and don't just talk about your products/services! Create positive intrigue in order to get a second appointment with them by leaving specific things out. Use your first few contacts to gather--not give--information.

When you get a prospect, analyze, manage, and--above all--ORGANIZE all information you have on him. If you don't have a well-organized, updated database already, get one right away. No one wants to hunt through a stack of business cards when they know they need to call a hot prospect.