ChicExecs VP of Global Strategic Accounts, Lydia Vargo, shares tips on the art of making an introductory call on Forbes blog. Highlights are below:
Did you know that in 2015, Salesforce research found that 92% of all customer interactions happen over the phone? Problem is, many customers are disappointed with their sales call experiences.
Not seeing a lot of success in your introductory calls? Use this five-layer funnel approach to warm up your prospects and transform them into loyal customers.
Layer 1: General Life
You’re a human talking to another human. Before you do anything, you need to build rapport with your prospect on a human level.
After all, why would they divulge sensitive information about their business to a total stranger? It’s much easier for us to be candid with people we like, and as a salesperson, it’s your job to be likable.
Layer 2: General Business
Once you’ve built rapport and matched your prospect’s energy, it’s time to ask about their business in general. While you might have done some Googling on their business, you’ll learn so much just by listening to them share their story.
Just asking, “How have things been this year for your business?” can get the conversation going.
Layer 3: Business Details
Here’s where you dig into the details. Based on what your lead says about their business, ask about the specific initiatives, campaigns, or strategies they’re working on.
Layer 4: How You Help
Now’s your chance to shine! Based on what you know about your lead’s business initiatives, match their goals and struggles with your services.
Notice how this happens much later in the call, after you’ve built rapport and learned about your lead first.
Layer 5: Next Steps
After you’ve discovered a match between the lead’s needs and your services, make the next steps crystal clear.
Always send a follow-up email with the next steps, too. Remember to match the prospect’s email style.
Read the full blog here.