Research has it that sales reps make an average of 46 calls each day. If, however, they do not produce any substantial results, it may feel like a demoralizing waste of time.
To increase the odds of making conversions, the phone calls need to be made to qualified leads. But I’m afraid things don’t get any simpler.
What exactly is a qualified lead?
In fact, most companies lack a proper definition of this term. For those that do work with a definition, 53% of phone calls leads to a first discussion. Compare this to 34% for those that lack a definition and the significance of it becomes clear.
It all comes down to the nature of your business. A qualified lead is an individual who is already showing interest in the services or products of the company without even getting a phone call. These are guys who have put a product in their wishlist in case of an ecommerce store or have recently done a Google search.
Once the business identifies such leads, the next thing is to provide their contacts to the sales team. In this way, the sales reps avoid barking up the wrong tree.
This is how.
1. Use geotargeting
Geotargeting allows businesses to sift through many people and connect with only the ones that show genuine interest in the products or services of the company.
Think of it this way. Assume you were offering dental services in your city. Instead of focusing on the entire city, you could narrow down your leads to individuals that are just 30 or 45 minutes away from your clinic.
Targeting people that are more interested in your products mainly due to the area they live in is another way that geotargeting can assist businesses create qualified leads.
2. Send personalized messages
With the advancements in communication, businesses have no excuse to sending generic messages to leads. There is simply enough information out there to research on a lead and send a more personalized message.
In fact, personalized messages have been shown to increase conversion rates by 10%.
3. Use simple language
Many sales people might think that using complicated language makes them look more professional and better informed, but their efforts amount to little if the target customers don’t understand half the words that are being spoken.
Customers should understand the worlds easily to be able to see the value that the service or product you are selling adds to their lives. Otherwise, everything may sound so complicated that the lead avoids any communication with the company.
What’s more, the leads that remain are likely to be unreliable.
4. Add gated content to your website
The information on your business website should be valuable. Once clients see this, they will be more willing to answer a few questions and offer their email address for more information about why your products and services will add value to their lives.
Sales reps can then use the information to contact a customer. The trick here is striking the right balance between valuable free information and gated content.
Ultimately by following the steps above, cold calling will result in better conversions and improve the businesses bottom line.