Maximize Every Prospecting Call

By Tibor Shanto
Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone.  The phone offers a number of advantages absent from email, LinkedIn and other social platforms.  It creates contact between two human beings.  What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.  The skill is in managing those awkward few seconds before human nature kicks in.
Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network.  Why not you?
Moving To Conversation
Once the interruption is a conversation, even when not an immediate opportunity, there is a lot to leverage and maximize by exploring how they are working with customers