Making a phone call to a lead for the first time can be a nerve-wracking experience, especially if you're not sure what to say. However, making a good first impression and establishing a relationship with your potential client is an essential part of any CX strategy. The way you communicate on the phone can determine whether or not you will be able to convert them into a customer and if you're not conducting that first call successfully, it could be why you aren't getting high quality leads for your company.
Therefore, having a solid game plan before picking up the phone is crucial. Here are the top things to say on your first phone call with a new lead.
Introduce Yourself, Your Role, and Your Company
The first thing you need to do is introduce yourself and your company. Make sure you sound confident and professional. Tell the lead your name, job title, and the name of the company you represent. Also, mention what your company does briefly.
Explain the Reason You’re Calling
After introducing yourself, you need to explain the reason for your call. Be clear and concise. Tell the lead what your company offers and how it can benefit them. Explain the specific product or service you are promoting.
Confirm It’s a Good Time to Speak
It's essential to be respectful of the lead's time. Ask if it's a good time to talk. If the lead is busy, schedule a time when they are available. Remember, it's better to have a meaningful conversation when the lead is not distracted or preoccupied.
Practice Active Listening
Active listening is an essential part of any conversation. Pay attention to what the lead is saying and respond appropriately. Show that you are interested in their needs and concerns. Take notes if necessary to remember important details.
Qualify the Lead
Qualifying the lead means determining whether they are a good fit for your product or service, and this is an important step following lead generation. Ask questions about their needs, budget, and decision-making process. This information will help you understand whether they are a qualified lead or not.
Offer to Solve a Problem
After listening to the lead, offer a solution that can solve their problem. Explain how your product or service can help them achieve their goals. Highlight the benefits of your offering and how it can make their life easier or more productive.
Be Ready for Objections
Objections are common in sales calls and outbound lead generation. Be prepared to handle objections and provide solutions that address the lead's concerns.
Handle Concerns
The lead may have some concerns or objections. Address them in a respectful and understanding manner. Try to find a solution that addresses their concerns without compromising the quality of your offering.
Share Social Proof
Social proof is evidence that other people have used and benefited from your product or service. Share testimonials or case studies to show the lead that your offering is effective and trustworthy and demonstrate you understand the buyer story.
Be Professional and Personable
Try to establish a personal connection with the lead. Ask them about their business or personal interests. Use their name when addressing them. Show that you care about them as a person, not just a potential customer. If possible, personalize the call based on the lead's interests and needs. Show that you have done your research and understand their business.
Be Clear About Next Steps
Set expectations for the next steps. Let the lead know what to expect after the call. Will you be sending them more information or following up with them in a few days? Be clear about the timeline and what they can expect from you.
Ask for Contact Details
Make sure you have the lead's contact information, including their email address and phone number. This will enable you to follow up with them later. Be sure to ask for permission to contact them again.
Express Gratitude
Finally, thank the lead for their time and for considering your company's product or service. Show your appreciation for their interest, and let them know you look forward to speaking with them again.
Follow Up Promptly
After the call, follow up promptly with any promised information or next steps. This shows the lead that you are reliable and interested in their business, which can foster customer loyalty from the start of your interactions.
The first phone call with a lead is crucial. Establishing a good relationship and making a good first impression is essential.
Following the above steps can create a positive experience for the lead and increase the chances of converting them into customers. Remember to be confident, respectful, and personable. Listen actively, offer a solution, address concerns, and set expectations. Remember to ask for their contact information and thank them for their time. You can turn a cold lead into a warm prospect with the right approach.
Overall, the key to a successful first phone call with a lead is establishing a connection and providing value. By qualifying the lead, sharing social proof, offering a clear next step, and following up promptly, you can increase the chances of converting the lead into a customer.
