Before you take your next sales call, we have 3 sales call tips you need to follow if you want that lead to turn into a sale.
Here are some questions you need to ask yourself first.
Sales Call Tips: 3 Questions To Increase Your Leads To Sales Ratio
Question #1: What is the point of this call for the lead?
The first one on our list of sales call tips is asking yourself what the point of this call is for your lead.
We know why you’re having it: you want them to become a client, and you want a sale. But why are THEY getting on it?
List out the potential reasons. Are they looking to solve a problem they have or achieve a goal they have?
Are they looking to do those things in a way that’s faster? More affordable? Or better than how your competitors are doing it?
Write down every potential reason this lead has scheduled a call with you. If you already have specific data around this lead that’s even better.
Did they schedule the call from a targeted email marketing campaign that went out?
If so, what was the email about? Maybe it touched on something that hit home for them and caused them to schedule.
Or maybe you can see that this lead came from Instagram, what kind of topics have you been posting on there lately?
The point of this phone sales tip is to get as much context on this lead as possible beyond the generic stuff.
Name, email, number, and the little message they filled out in the Contact Us text box on your website are all basic details about the lead you should know anyway.
What we want to know is their underlying motivations for calling you because THAT will help guide the conversation in a way that converts them.
Put yourself in their shoes! They’re calling you for a reason and probably aren’t really interested in hearing generic sales call mumbo jumbo that doesn’t get to the point.
They want to talk to you about the specific thing they’re calling for.
When you understand the reason why they’re calling, you can cater the sales call to their needs and pain points.
Question #2: What contact have they had with your business so far?
This sales phone call tip is important because you don’t want to waste their time or your own!
If they’ve already spoken with someone at your company, you need to know every word that was said.
Having to repeat the same info over and over again is annoying and inconvenient to the lead.
Moreover, it shows right out of the gates that your company isn’t efficient.
So this is where you want to cross your T’s and dot your I’s and have a grasp on every interaction they’ve had with your company so far.
It may be an Instagram DM they sent, an automated marketing email they replied to, and so on.
But beyond making things more convenient for the lead, it also helps you with the first question. It gives you that much more context around what the lead is looking for.
And when it comes to a sales call, the more information on the lead, the better.
Question #3: Do I know exactly where I’m going to send them?
You need to have CTA (or call to action) options ready.
Maybe you have multiple services you offer; do you have a clear CTA for the client no matter which service they’re interested in?
And when we say clear, we also mean specific.
Obviously, the bottom of the sales funnel where the conversion happens is going to look a little different across different small businesses and industries.
Some businesses need to hop on multiple sales calls to close the deal, some businesses have an e-contract for the client to sign, some meet in person, etc.
Whatever the ultimate call to action looks like for you, BE SPECIFIC ABOUT IT.
Don’t end it with, “Okay I’ll follow up with you” or “Just give me a call.”
You need to tell them exactly what you need them to do and when they need to do it.
Now because you made it this far, we’re going to give you a fourth bonus question to ask yourself.
Bonus Question: What has caused leads not to convert in the past?
With this sales phone call tip, we would suggest making two lists:
- the reasons that have to do with you, and
- the reasons that have to do with the leads.
For lost leads, did the reason have to do with things you can improve on? If so, what are they?
Or, did the reason have to do with the lead? And if so, what can you do to weed out unqualified leads at an earlier stage?
Answering this question will help you identify and filter out unqualified people who were never going to convert anyway…
…and at the same time, it will help you become a better salesperson.
So those are the top sales call tips you can do the next time you get on the phone with a lead.
Speaking of which, we have this post on 4 words that drive sales every time, which is another great article to read
This has some game-changing tips you can use to close your leads.
You’ve worked so hard to get your lead to this point in your sales funnel, don’t drop the ball now.
Now if you want to generate more leads for your business, our reliable digital marketing company can help you increase not only your leads but also your conversions.
Reach out to our team today to get started!