Sales Prospecting During COVID-19

If you’ve read If You’re Not First You’re Last, then you already know that personal visits are the single most powerful method by which you will ever make contact with a client and are guaranteed to advance your position in the marketplace.

But right now, everyone is in lockdown and normal social interactions are hard to come by.

No longer can you just pop into a local business and make a personal visit.

That’s why this month you need to make your #1 prospecting activity that little tool you carry in your pocket—your phone!

Grant’s said in the past it would take 10 phone calls to equal the outcome of one personal visit. Well, that still holds true, but with personal visits out the window right now, you need to be making 10X the number of phone calls!

But what do you say on the phone?

The difference between the right call and the wrong call is like comparing a kitten to a tiger. Here would be an example of a bad cold call:

Wrong Call:

A) I am Joe Leisure from Grant Cardone’s offices. How are you doing today? How’s the weather down there?
B) We are the leader in sales training getting 20-50% increase in sales results.
C) I‘d like to meet with you to discuss how our company can benefit your company.
D) Can I get a time this week to show you what we can do for your company

If you’re you thinking, “oh sh*t, this is what I say everyday…” let’s look at why this isn’t the best approach so you can start thinking with how to tweak it and make it better.

Wrong: “I am Joe Leisure from Grant Cardone’s office.”

This should be one name only. I don’t want you saying my name’s Joe Leisure. Quit using your first and your last name. Unless if you are famous and people know you, they don’t care what your last name is.

Wrong: “We are the leader in sales training getting 20-50% increase in sales results.”

Nobody opens a door to somebody they don’t know to find out their name, they open the door to find out what they’re doing on their porch. What is the reason you are calling? Why are you calling, why are you on the phone? There’s a better way to make the big claim.

Wrong: “Hey Mr. Cardone, how are you doing today?”

You didn’t call me to ask me how I’m doing. Nobody likes that.

Wrong: “How’s the weather down there?”

Stop it, you’re not a weatherman. Just stop. I don’t want to tell you how the weather is down here. It’s 80 degrees and sunny, like it always is. You need to instead give your reason for calling and make your big claim, and do it quickly.