Top Lead Generation Companies like The Global Associates are always wary of a lead failing to cross even the first hurdle, the prospect disconnecting within the first few seconds of a cold call is never a good omen. The success of lead generation companies depends a great deal on the ability of their sales reps to easily convince the decision maker to carry on listening to what they have to offer. The first few seconds of a cold call often determine whether the prospect shuts you off right there and then, or whether they happily move forward with you towards later stages of the sales process. It’s very important to identify the factors that prevent the prospects from entertaining you any further; some of these factors are discussed below.
- They have a premium on their time
The extremely busy schedule of today’s decision makers is perhaps the greatest challenge for top lead generation companies. These top executives have to fight a thousand fires of their own each day;sales people come way down on their priority list.It’s necessary to devise effective ways to grab their attention. As a first step, respect their time, keep your initial call short and precise if you want them to hear you till the end.
- Your inability to evoke interest
If your call fails to generate enough interest, it will be short-lived. Always prepare well to have something substantial, something worthwhile for them.Their time is money, they will listen long enough only if they see anything for their specific need in your offer.
- Lack of motivation
Lead generation companies should feel happy about a lead only after gauging the level of motivation on customer’s part.There is no point in investing too much time or effort before you know if a prospect is really motivated to do anything about solving their issues. If they lack motivation,they won’t buy from you;you are virtually knocking on a closed door here.