Research shows that up to 62 percent of buyers actively seeking solutions for their businesses want to hear from sellers.
This is not the time to keep them waiting. Call them up and let them know what awesome solutions you have.
Here are observations that may help you get the most out of the calls
- Offer value. Don’t call blindly. Research the industry the prospect is in, their pain points or KPIs, and your ability to provide tangible value.
- Understand what you’re selling to ensure you can answer questions appropriately and confidently. Keep all materials handy in case the prospect requests more information.
- Your opening statement is crucial to whether the listener will stay on the line or hang up. Come up with an opening statement that resonates with what they are going through and how you can help change that.
- Make the call about the prospect. Come up with questions that portray genuine concern for the prospect’s business and pay attention to answers they give.
- Keep distractions at a minimum. As you make one call after another, you develop a flow that keeps you in character and brings a level of ease to the calling. If you start, stop, then start again, you may find making the calls difficult.
- Don’t allow rejection to pull you down. Some people aren’t in a position to buy, while others want to take out their bad day on you. Keep your goals top of mind and continue making calls.
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Ask for Referrals
Asking for referrals has credibility written all over it.
Let’s face it, no one is going to refer another business to you if your services weren’t up to par, right?
When a satisfied customer puts in a good word for you, they are saying you are capable.
The businesses being referred to will be more open to hearing and dealing with you since they trust the word of the referrer.
Despite being an incredible lead generation tool, many marketers find it awkward to ask for referrals.
