Before embarking on your next sales call, there are three vital questions you must address. The success of your sales call hinges on understanding your lead’s motivations, previous interactions, and the specific call-to-action you have in mind. In this article, we’ll delve into these crucial aspects, ensuring you’re well-prepared to convert those leads into valuable sales.
Question 1: What is the Point of This Call for the Lead?
Your first task is to ascertain why your lead is taking the time for this call. Sure, you want a sale, but what drives them to schedule the call? It could be a problem they need to solve or a goal they want to achieve. Perhaps they are looking for a faster, more affordable, or better solution than what your competitors offer. By listing potential reasons, you gain invaluable insights into their motivations, which can guide your conversation and increase your chances of conversion.
For instance, if they scheduled the call after receiving a marketing email, understanding the email’s content can provide valuable context. This empowers you to tailor your approach to their specific needs and pain points.
Question 2: What Contact Have They Had With Your Business So Far?
It’s essential not to waste the lead’s time or your own by repeating information they’ve already received. If they’ve had prior interactions with your company, it’s crucial to know every detail of those conversations. Whether it was an Instagram DM, an email exchange, or an automated marketing email they responded to, be diligent in tracking these interactions. A well-organized CRM (Customer Relationship Management) system can be a valuable tool for this purpose.
Efficiency and convenience matter. Demonstrating that you respect their time by being well-informed about past communications enhances your credibility and can expedite the sales process.
Question 3: Do I Know Exactly Where I’m Going to Send Them?
You must have a clear Call to Action (CTA) prepared for the lead. This CTA should be specific and tailored to their needs. Different businesses and industries may have distinct bottom-of-the-funnel conversion processes. Whether it’s scheduling another call, signing a contract, or arranging an in-person meeting, your CTA must leave no room for ambiguity. You need to articulate what you expect them to do and when they should do it.
Bonus Question: What Has Caused Leads Not to Convert in the Past?
Reflect on past leads that didn’t convert and identify the reasons behind it. Create two lists: one for issues within your control and one for issues tied to the leads. Analyze whether the reasons within your control can be improved upon and implement necessary changes. For lead-related issues, devise strategies to filter out unqualified leads at an earlier stage. This will not only prevent wasted efforts but also improve your sales skills.
Conclusion
In conclusion, turning leads into sales is an art that requires preparation, insight, and a commitment to efficiency. By answering these crucial questions and learning from past experiences, you can boost your conversion rates and become a more effective salesperson. For further insights, explore our videos on “The Secret to Closing Every Lead” and “Four Words That Drive Sales Every Time.”
Now that you have a deeper understanding of these three fundamental questions, you’re better equipped to make your next sales call a resounding success. Don’t drop the ball at this crucial stage of your sales funnel. Your leads are counting on you. Good luck!