Even if you get most of your leads from the internet or through word-of-mouth, eventually you may have to follow-up with individuals over the phone. I don't believe in cold-calling but I still have to call leads when they request for me to call them. Often, I even ask if they would like to discuss details further over the phone.
At first I would be really nervous about following up over the phone. It was all new to me and I felt like I was stepping out of my comfort zone to call a stranger. I still get nervous when calling someone but not as much as before. Below is how I helped myself to get over the fear of the phone call follow-up.
Don't Stress Over What to Say
In the beginning, I would worry so much about how the conversation would go. I'd wonder what to say if this question is asked or that question is asked. You can't stress over what will be said. You can't predict a person's questions. The best thing you can do is have confidence in your knowledge of the business and be yourself. Remember that most people love to talk about themselves so when you have the person on the phone, ask "get to know you" questions. Ask where they are located, what the currently do, etc. Eventually they will bring up questions about the business and then just take it from there.
It's Your Business - Be a Leader
Change your attitude about your business. It's easy to get into the mentality of wanting to beg this person to sign up. You don't want to come across desperate and only after a new sign-up. This is a business and treat it as such. You don't want a somewhat interested person joining your team. You want a highly motivated individual who has the same goals you do when it comes to running the business. Take charge and be a leader in your business.
Enjoy Getting to Know Someone New
When you call up a new lead, enjoy the process of getting to know them. This makes it fun to speak with them because you are genuinely interested in what they have to say. This will come through in the conversation and chances are they will feel the trust factor they may have been looking for. Having a pleasent personality and caring about what the person on the other end has to say will make the chance of them joining your team increase significantly.
