dance. Now, he was not all that good-looking on the
outside, but he had a good personality and a positive
mental attitude. He would go to the club every weekend
ready to dance. He would ask one young lady after
another for a dance. Did we mention he was not
good-looking? Well, some might even describe him as
just plain homely. At any rate, he was rejected time
after time. A shipmate asked how he could put himself
through all that rejection and still keep a smile on his
face. He responded, One out of every ten ladies I ask
will dance with me. So, every no puts me that much
closer to a yes. The same positive attitude toward
phone prospecting can keep those rejection blues away.
Phone Power Principles
Once your recruiters have developed confidence and
familiarity with basic phone techniques, they should
develop discipline in the use of the phone to make it
profitable. The following five basic rules will pay off
with more appointments:
1. Chain yourself to the desk. Schedule time to
use the phone wisely and use it.
2. Set a time limit that will fit your overall
schedule and stick to it.
3. Dont let anyone or anything disturb you. Save
that cup of coffee for later.
4. Dont use the phone just because you need an
appointment. When you believe the prospect
will benefit from your phone call, you project
enthusiasm over the phone.
5. Dont stop on an unsuccessful attempt. Stop on
PHONE POWER STEPS
The appointment power, phone/PDC technique,
shown here in figure 6-1, gives a step-by-step plan for
setting appointments. The technique also provides
suggested dialogue covering some of the circumstances
encountered by recruiters when using the telephone as
a prospecting tool. Well start with determining the best
time to call, then review the steps and analysis of phone
Determining the Best Time to Call
All phone prospectors know that some times of the
day are better than others to contact prospects. You can
logically narrow down some times. Knowing school
hours, work shift schedules, and the like can reduce the
number of attempts needed to make a contact. Every
not home contact should include the question, When
is the best time to call back? Adding this type of
blueprinting information (more about blueprinting later)
to the prospect card can increase phone efficiency.
What about planning cold calls where no previous
blueprinting has been done? How can a recruiter
determine the best time for phone prospecting for his or
her territory? Keeping a simple clock log can narrow
down the most effective hours for phone prospecting.
Have the recruiter keep track of all phone attempts and
contacts for 1 week. The recruiter should try to
schedule phone prospecting for a variety of times
during this week. The more attempts that are made, the
more accurate a picture can be drawn. Make a simple
tick mark in the hour that the attempt is made and
circle the mark if a contact with the prospect is made.
At the end of the week, have the recruiter compute the
attempt to contact ratios for the different times of the
day. The lower the ratio, the more effective the time is
for planning phone prospecting. Keep in mind, peoples
schedules do change and the recruiter may want to
recalculate the best time to call every 3 to 6 months.
Smiling is contagious and puts a pleasant lift into
your voice. Its difficult to sound enthusiastic with a
frown on your face. If your recruiters have planned
phone prospecting and appear tired or in a poor frame
of mind, suggest that they take a few minutes to relax
or revitalize before picking up the phone. Their attitude
must be positive to reap results.
The identification step lets the person answering the
phone know that the caller is a Navy representative.
Trick calls or misleading representations have no place
in professional phone prospecting. You are a
representative of the Navy be proud of that fact.
Use a courtesy statement to convey to the prospect
that you realize that a phone call is an interruption. The
recruiter, in effect, is removing one of the reasons