In this video, we provide a recording of a cold call for lead generation services. After the call recording, I will provide three tips that would transform this salesperson’s cold calls and sales results.
One small change to the sales process
The first tip for this cold call for lead generation services is for the salesperson to make one small change to the sales process that he is using. On this call, he does what I believe that most salespeople do, and that is to focus primarily on closing for the last step of the sales process, which is the customer purchasing.
I am referring to how the salesperson closed with:
Does this sound like you’d be interested in?
Even though he cannot take the order right then, he is closing and validating interest in the prospect buying what he sells, which is more focused on the last step of the sales process.
But before that, there are many other steps that the salesperson can focus on, and I recommend he shifts to focusing on the very next step in the sales process, which is simply closing for talking more and setting an appointment.
Shift from the product to the prospect
After the salesperson establishes the call, he primarily talks about the product he sells. And the second tip for this cold call for lead generation services is to shift from talking about the product and focus more on talking about the prospect.
When you talk primarily about the product, you look more like a salesperson who is trying to sell something. This will create more guardedness from the prospect and will increase the odds of facing objections.
You can transform that situation by simply talking less about the product and talking more about the prospect. And in order to do that, all you have to do is ask good questions. Here are some pain questions that we created for this salesperson.
- How do you feel about your current growth rate?
- How do you feel about your ability to get into new accounts?
- How do you feel about the amount of leads you are currently generating?
- How do you feel about the amount of time you are having to spend on lead gen activities?
Here are some current state questions that he could ask:
- Are you currently doing any type of outbound lead generation?
- What methods are you currently using for generating leads?
- Are you working with a provider for lead generation?
- Do you have internal resources to work on generating leads?
- How many salespeople do you have?
- How many meetings are you currently setting with potential new clients per week or month?
- When was the last time you considered hiring a company to help with lead generation?
Have a response for “I am not interested”
The third tip of this cold call for lead generation services is to have a response for the “I am not interested” sales objection. This objection is going to come up very frequently, so it is important to have a response or plan for what to say.
We believe that the cold call is not the place to try to change the prospect’s mind when they give you an objection. So if they say, “I am not interested,” you don’t want to try to change them from not interested to interested.
But you can try to deflect their point that they are not interested and try to keep the call going. And one of the ways you can do that is by simply asking some of the questions we outlined in the second sales tip for this cold call for lead generation services.