If you are using effective lead generation strategies, it’s likely that you have leads coming to you on a consistent basis. “To protect your time and energy, get curious and ask potential clients questions before hopping on a call. If you are booking calls from a webinar, have the prospect complete a questionnaire beforehand. If you are having conversations on social media, ask questions via direct message,” suggests Weeams.
“Asking these questions on the front end will eliminate frustration from time wasted on calls with unqualified leads,” says Weeams. Many entrepreneurs inadvertently mislead prospects by appearing as if they just want to give away a free strategy session, when they really want to sell a service on the call. To increase your close rate, make sure your call-to-action alludes to an offer.
“You may have been taught to extend an offer that reads like, ‘I’d like to offer you a free call where we’ll uncover your challenges, map out your vision and discuss how you can bridge the gap between the two. I do this out of the kindness of my heart because I know what it’s like to struggle with those challenges and I want to help you avoid common pitfalls.
“Best practice would be to let prospects know that it is a sales call from the start. A suitable call-to-action may read like, ‘I’d like to offer you a free call where I can learn more about you, your roadblocks and what you’re looking to achieve. If I can help you bridge the gap between where you are and what you want to achieve, we will discuss how we can work together.’ By setting up the offer this way, the prospect is clear on the intention of the call.
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