In any appointment setting campaign, calling B2B leads prospects on the phone is a normal activity. After all, identifying business leads and nurturing them for future conversion is not something you can do simply online. Either you talk directly to your prospects or, if not possible, use direct communication tools for it, like telemarketing, as an example. But since we are talking about calling prospects, we need to be good in handling it. So, how will you go about it, then?
First, you should plan your campaign carefully. All lead generation campaigns that fail lack the proper planning in their processes. If you want to be effective in attracting the attention of prospects, you need to prioritize learning what makes them tick. And that requires lots of planning.
Second, build rapport. Banter with them, if you know them already. If not, show them the necessary courtesy and go straight to the point.
Third, inform them of your call. Either by email or another business call, you need to tell them beforehand why you are calling in the first place.
Fourth, ask good questions. You need to know what exactly your prospects are looking for in the first place. Asking them good questions will give you clues about what you can actually offer them.
Lastly, do not waste their time. Time is precious, and you as a marketer should understand that. It is the same thing with your prospects. As a rule, the less time you need to spend in order to tell them your purpose, the better.
These are just some tips that you can follow in order to be more effective in handling calls for sales leads. Will there be anything else you can add?
