As a first step, you must be clear about what type of lead it is , since although they have a similar process, the approach and the conversation will vary. Is it an inbound lead? Was it generated from your organic efforts in digital media? Are you a prospect of interest who has not requested information? Is it a lead that at some point requested information but “disappeared”? It a previous prospect who failed to close a deal or do you want to follow up? Is it a referral? Last but not least, identify how good a prospect is , taking into account the factors that identify your buyer personas, it is recommended that you build a matrix of prospects.
Investigate: do not go to war without a rifle Do a brief preliminary investigation of the prospect , invest 10 to 15 minutes to analyze both the contact and the company, in case you are in a B2B sector. In this way you will have elements to be useful to the prospect and differentiate USA Phone Number competitively. Especially in B2B cases, it will be useful to investigate in these media : Website – What you discuss in this channel will very much depend on the type of solution you can provide them. LinkedIn – Both the company profile and the prospect’s profile. What sector are they in? What is the size of the company?
Having A Clear Focus Gives More Efficient Results
How many collaborators do they have? How old is the company? What position does the prospect hold? Topics are your posts about? What growth tracks do you find such as hiring staff or new branches? Is your experience and professional and academic context? Social media : What are they posting? Are there indicators of growth or decline? Is the latest company news? What is your line of communication based on? Values do they convey? Keep in mind that what you need to investigate will depend directly on the solutions that your company has and the problems
That they are capable of solving in that sector, you will have to look for clues that will help you hold a conversation that adds value to your prospect . 3.- Now smile, mark and say hello! When cold prospecting you must remember that this is the first impression that they will have of you and the intention of your call should not be to sell them something, but to gain access to a following call or meeting. In that next call you will seek to explore in greater detail whether or not you can help him and only then will it be worthwhile for both of you to have a business conversation.
Do Not Go To War Without A Rifle
The mood is heard, so smile when you speak to sound positive. – Hello Prospect, this is Tony Stark from Stark Industries Pause until they respond. For nothing in the world go into monologue mode. For leads that have requested to receive information, visited your website or downloaded any of the company’s content, you can use this information in favor: – Thanks for answering the phone, I noticed that you subscribed to our blog from the article “Specialized software to fix security breaches” (Pause, let him answer) What were you looking for help with?