1) First, you should know your expectations, in short, what you want your Leads to bring you. Set goals and prepare the entire process with your salespeople. It is always good for this phase to be a team effort. This is the only way to convince individual salespeople to focus on the agenda.
2) Prepare a simple call script to help your team. We also recommend having a list of questions you want to ask the client during the call (for example: Who are you currently working with? Are you satisfied with the supplier? …).
3) Identify the right contact person. How? Simple. Talk to salespeople about who they usually talk to when they communicate with a customer. Usually, these are people with a specific job title.
4) Don't work like a machine. Every potential customer will be different. So a call script is great, but more of a tool. Think back to your last call with a call center person who offered you a better insurance deal. Did you enjoy it? And do you know why?
5) It also proved useful to know our references and be able to use them in the conversation (you knew that XYZ company also cooperates with us). If you also add information about what problems the company faced before you and how you solved them together, you will definitely interest the client on the other end of the phone.
6) Be prepared for client questions. It's great to have a shared database of frequently asked questions and answers. This will help newbies get their bearings faster.
7) Record all calls! Even if you don't close the deal today, the information will be useful in the future.
8) What if a client asks you where you got the contact from? How did you find out they were interested in your products/services? Definitely don't make up stories. In short, you are using modern technologies that allow you to work more efficiently with your website. You will tell the truth, and it will sound good too
.9) Have you tried everything but still don’t know how to start the conversation? For example: “We noticed your company’s interest in … on our website and we would like to discuss the possibilities of working with you.”
10) Be persistent. One or two phone calls are not enough. To be successful, you need to work with data systematically, be able to evaluate it, record it, and plan further activities.
What else to think about
It is also important to realize that a successful deal may not come immediately. Especially if the product you are offering car owner database is not cheap and you usually negotiate with a potential client for several months. Success is therefore the very connection with the potential client, obtaining as much information as possible and the ability to continue working with the contact - that is, being able to plan further appropriate activities based on the information obtained.
Remember that information is the most valuable thing you can get from a potential client. As well as the ability to maintain regular contact with such a client and constantly deepen it. Then, when the company needs a service/product, you will most likely be the first person they turn to!
So, when you call such a company again, don't forget to ask the client how they enjoyed the vacation you last talked about The call will be more pleasant from the start, and the client will remember you better and build trust in you.
Now you have everything you need to try it out. Go ahead! We're keeping our fingers crossed. And if you need any help with anything, we're here for you.
