Effective Networking Calls

1. Smile – A smile and a tone of voice can be detected over the phone. By smiling when you are speaking, the listener will subconsciously interpret this as a signal to relax and not be on guard.
   
2. Stand up – Standing while on a networking call improves confidence. Sitting slouched on the couch while on a call will hurt your posture and confidence. Your confidence, much like your smile can be detected over the phone.
   
3. Develop a positive telephone attitude – Believe you can solve a problem they are having.
   
4. Minimize distractions – Find a quiet space or a room with a door you can close to minimize interruptions. Turn the radio and television off when calling from home.
   
5. Plan your time – Block off chunks of prime time for making your calls and make it part of your daily plan. A solid hour is a good start and it gets you into a rhythm.
   
6. Be Prepared – Have your script and other numbers you are calling (reducing time in between calls increases effectiveness).
   
7. Breathe – “Just breathe.”
   
8. Use their name – People will listen more carefully if they hear their own name. Confirm that you have called the right person by immediately using their name.
   
9. Repeat your name – The first moments of most telephone calls are a blur of confusion. The listener is trying to determine who is calling and what you want. Repeating your name; establishes your identity and gives the listener a chance to collect his or her thoughts.
   
10. Keep it simple – What is your one objective? Have a clear objective and don’t add too much detail.
    
11. Listen – to what they say and how they say it.
    
12. Never stop on a “no” – End your calls on a positive note (showing your resilience is part of the test) Be creative on spinning “no” to something more.
    
13. Don’t take it personally – Based on the law of averages you will experience calls in which someone may be short, curt or possibly rude. Chances are that your call came in at a bad moment and was viewed as an interruption. Make the best of the situation and remain unfailingly polite.
    
14. Ask open-ended questions and take notes – Keep track of whom your called, the date and time and the highlights of your conversation. Focus on asking open-ended questions that lead to a discussion. The next time you speak with this person you can easily establish a quick rapport by referring to your previous discussion. Writing notes increases retention rates.
    
15. Call back – Don’t expect to reach people on the first try. You will have to work at it, but if possible, determine the best time to reach the individual. Since you want to maintain control of the call, don’t leave messages for the executive to call you back. You may have to try several times. To shorten the time spent calling, try to get the direct number from reception.
    
16. Follow up with thank you – Always send a brief note expressing your appreciation of their time and insight they recommend, let them know how it went. If they said ‘call Joe’, let them know how the meeting with Joe went.

For more information like this, consider joining the Executive Career Academy, powered by Vlaad and Company. This program runs over three days and fully explores best-practice themes, methods, and initiatives to use when transitioning into a superior career stream, re-entering the market, or simply finding a better career.