Pick the Phone Up!

So you know what a sales lead is and which ones are most relevant to your company. But what’s actually involved in following it up and chasing a lead? First, pick up the phone.

The phone is the single most powerful marketing tool at your disposal, and if you’re going to make the most of your sales leads, you’ll need to use it. If you’re not comfortable with cold-calling, hire a marketing professional who is, even if it’s just for a day a week.

Choose the A* leads to call first, the jobs you want most. Then make the call and introduce yourself. Say who you are, and what you’re specifically interested in. Mention your experience, and make sure the person on the other end of the phone knows where to find out more about you and how to get back in touch.

This is important!

Remember that how you sound is as important as what you say – you want to come across as warm, interested, and the kind of person people want to do business with. The way you project yourself on the phone is critically important, especially in the first four or five seconds of the call. Think about it: if someone calls you and they sound interesting, dynamic and warm, you’ll instinctively respond in a positive way. If they sound dreary, boring and monotone, you may switch off and find an excuse to end the call. A cheery warm “Good morning” (or afternoon) helps right away!

You may occasionally hit the jackpot, but generally speaking you shouldn’t expect wonders from the first phone call. It’s relationships that primarily lead to appointments and tenders, so you’ll need to call back. Be persistent, but not pushy.

When to call back?

There’s no need to second-guess when to make a second call. Confirm that this is a job you can handle by saying you’re keen to stay in touch, and ask THEM when you should call back. It’s rare to get a ‘don’t call back’ at this point. They will suggest the best time for you to call back, and you’re up and running.

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