The goal of an inside sales call is to have a productive two-way conversation with a prospect that results in the prospect becoming a qualified lead and interested in what you have to offer. This can only happen if the prospect sees value early on and is willing to engage with the inside sales professional. Here are some ways to get prospects talking and keep their attention:
Mention Prior Brand Experiences
If the prospect knows your brand, either because it’s well known and trusted, or because they have previously downloaded a whitepaper that positioned your company as an industry thought leader or attended an event that your company participated in, be sure to mention that at the beginning of the call. This information will help things “click” for the prospect and they’ll quickly understand who they are speaking with.
Once they recognize the brand name and know they’ve had a previous experience with your company they’ll likely be more receptive to establishing a dialogue over the phone. It’s a great way for the inside sales professional to get the conversation started because they can mention these prior touchpoints.
Be Direct About Why You’re Calling
Because your prospects are busy, it’s best to show that you respect their time. You can do this by being direct about why you’re calling and getting to the point quickly. The longer you speak without making a point, the more impatient they’ll become. After a brief introduction, focus on the prospect and their needs. To get them talking, ask them the correct questions that will determine whether they are a good fit for your company right away. That way, you can get a lot accomplished in a small amount of time.
Be Specific Rather Than Generic
It’s impossible to be everything to everyone, which is why inside sales reps should avoid taking this approach. Instead, it’s important to be specific and tailor the conversation to the needs/challenges of the prospect you are calling. Prospects want to know, “what’s in it for me?” Provide information that is targeted and explain how your product/service/solution can help. While you won’t turn every prospect into a lead with this approach, you can ensure that the ones you do get will be qualified. You can always go back to those not interested with a different message later if the one you initially used doesn’t resonate, although try to be as targeted with your list as possible up front so that your message will trigger at least an initial conversation.
Because prospects are busy it can sometimes be challenging to get them to open up on the phone. Using these tactics can encourage the prospect to speak candidly, allowing your company to determine whether next steps should be taken.