A sustainable business relationship always begins with a meaningful, fruitful conversation between a sales person from The Global Associates Lead Generation Services and a prospective customer. Cold calling is still a very potent tool for lead generation services even in this era of the popularity of online marketing methods; Yet realizing the full potential of this tool and making necessary adjustments according to the changed business scenario today is vital. Doing a thorough research about the prospect organization to understand their main issues is, for example, essential before you pick up your phone to dial a number in order to make your campaign more effective and successful.
Importance of first few minutes
The first few minutes of a cold call are mighty important for lead generation services as they decide whether the sales process is going forward. The first real challenge the sales people face is that these prospects are complete strangers at the moment and naturally have their own doubts and apprehensions about the vendor’s capabilities and intentions. It’s imperative to assuage their doubts to efficiently take the sales process forward and start developing a long-lasting business relationship with them. Following is a brief discussion on some of the most likely doubts prospects may have.
- Is he wasting my time?
Today’s decision maker is far busier than his predecessors two decades ago; he won’t be talking to you unless you have something special for them. You must always respect their time, and be brief and to the point. They will respond if they think talking with you is worth their time.
- Does he have something valuable for me?
Lead generation services must have something special to offer, otherwise the call is likely to end pretty soon. Keeping them interested is vital to prolong the conversation, and that is the only way you may get a chance to convince them to take the sales process forward. Identify their main issues and requirements and prepare a short and crisp script. All the salient features of your offer must be included in the script to arouse the interest of the customer.
- Is there any incentive for me in the offer?
It’s essential to offer some direct incentive to evoke the customer’s interest in your product/ service. Spell out this incentive in clear terms to make them believe that speaking with you (or meeting with you in future) is beneficial for them.
Lead generation services perform a most unenviable job that’s made even more challenging today by several factors. Cold calling remains a potent tool for them, but making it more effective is necessary; be prepared to assuage the doubts and objections of the customer to achieve this objective.