Importance of the first few minutes of a call:
The first few minutes of a cold call are vital in order to make the effort of business lead generation companies a grand success, or a miserable failure. The prospect is yet a complete stranger and will have their own doubts and apprehensions about your competence and intentions. You must assuage their doubts and build credibility with them to take the sales process forward. Following is a list of some of these doubts and ways to overcome them.
· He could waste my time
The decision makers have a premium on their time, they are wary of people who waste their productive hours. Always be brief and to the point if you want them to listen to the end. They will respond positively if they find that you value their time.
· His offer might be worthless
Business lead generation companies cannot expect to interest the customer if they don’t have something special to offer. You can keep the call going long enough only by keeping the decision makers interested with something they find useful. You will be able to convince them to take the sales process forward by keeping them listening to you. You must first identify their main issues and requirements and prepare a short and crisp script before you make a call. Include all the salient features of your offer in a smartly written script to arouse their interest.
· This seems to have no incentives for me
You must offer some direct incentive to evoke the customer’s interest in your product/ service. This incentive should be mentioned in clear terms to convince them that interacting with you is going to be beneficial for them. This might also encourage them to refer you to their friends and associates.
The job of business lead generation companies has never been a stroll in the park, it has become even tougher and more challenging today by the changing business environment. Cold calling is still a potent tool for lead generators, you just need to make it more effective by assuaging the doubts of the prospects in an effective and prompt manner.
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