Many salespeople spend much of their time during a sales call attempting to educate the prospect about their product, service and industry. They think it will stimulate interest and increase the odds of earning a new client. In many cases, this is the same strategy that compromises their opportunity to create a relationship with that prospect.
Start your conversation by asking certain questions. Questions will enable you to uncover the relevant information to provide and identify the prospect's objective and expectation of the meeting. Begin your meeting with the following questions. "What are your expectations of our meeting today?" Just so I don't sound repetitive, what do you already know about ...?" Then, based on the information you receive, you can craft your presentation.
We spend a lot of time with Inside Sales teams at technology companies and the "show up and throw up" syndrome is just as bad over the phone as it is in person. Companies spend hours crafting the right outbound message and process but do they take the same care with their inbound process? Not always.
Here are 3 quick tips that will ensure you maximize your inbound inquiry conversion.
- Collect information about each inbound inquiry so you know whether or not they fit your Ideal Customer Profile. This will give you a leg up on your pre-call planning and also create a sense for their probability to purchase.
- Your 1st question should be "Was there a compelling event that caused you to visit our site...download our white paper?" Wouldn't it be great if right off the bat you know whether or not they were looking for a solution or just collecting information?
- Taking Keith's advice, your 2nd question should be "What do you already know about us and what information are you most interested in?" This sets the direction for the rest of the call.
In summary, an inbound lead is a blessing. Bring your "A" game to the qualification table.
What other great questions do you use to get a prospect talking?