ConnectOps identified a great potential prospect and successfully set up a phone call for the two of you to talk. Great! Now what?
Before the call, check out their LinkedIn page to see if you have anything in common. This could be mutual connections, education, job titles, groups, skills, or anything else. Even if it is something small, it is still a topic the two of you can connect on.
Once they answer the phone, be sure to thank them for taking the time to talk to you, but then take the role of the listener by asking them to tell you a little about themselves. Since the goal of an initial call with a warm lead is to build trust and a rapport, you don’t want to jump into talking about yourself or selling your product. Instead, ask thoughtful questions to get them talking about themselves, which will bring down their defense and create a good flow of conversation.
Inevitably, they will ask, “So what do you do?” While it may be tempting to sell yourself or your product, don’t! Simply provide a brief explanation of what your company does and how you help current customers and clients. If you have a positive feeling about the flow of conversation, offer to take them to a networking event or ask them if there’s anyone in your network you can introduce them to. Then, wrap up the call by thanking them for their time, and do not ask for a follow-up.
After the call, give them some time to breathe before reaching back out. Then, a week later, contact them again to thank them for talking to you and ask them if they are interested in grabbing lunch or coffee for a longer, more in-depth conversation. Even if they decline your invitation, it isn’t the end of the world. Keep following up on a monthly basis with interesting articles or content that pertains to them. Don’t be aggressive. The key is to stay top-of-mind with gentle reminders of you and/or your business.
So next time ConnectOps reaches out to you about a great new prospective client they’ve set up a meeting with, follow this formula. Before you know it, you will become more and more successful at turning your warm leads into clients.