The 8 Biggest Phone Errors to Avoid

1. Um, uh, well… Know what you are going to say before you have the chance to say it so you don’t stutter or stammer when speaking.

2. Not believing in your own services. List all the reasons why you would pay for the services you offer, and have them on the tip of your tongue.

3. Not being aggressive enough. Set a daily contact goal and stick to it like glue.

4. Confusing activity with production. You can make all the lists and scripts you want, but unless you actually pick up the phone, it is worthless.

5. Giving up too soon. Expect to hear "no" and keep plugging away until you get to "yes."

6. Being too easy on yourself. No TV or dessert until you’ve made those calls!

7. Asking a "say no" question. Never phrase a question so she can answer no. Phrase it so she have to choose between two options or give a complete answer.

8. Missing opportunities for word of mouth advertising. Always give your client the opportunity to reschedule, and don’t be shy to mention referrals. When you do get a referral, be lavish with thanking the responsible person.

—Judith Koch