Assuming you did your preparation and are fully caught up with what your client needs, the next step is the actual call. Now, the first call with a prospect is an excellent opportunity to build on the rapport you have established before. Unfortunately, you have only one shot at getting it right before your prospect decides to discuss your offer further.
Keep these six steps in mind and you will definitely pave the way for an appointment or even get an order if you are truly great at what you do.
1) Explain the Purpose of the Call
After you are done reviewing all the information your prospect has provided so far, call them and clearly state your purpose. Be direct and honest about this as they do not have much time to waste on the phone.
2) Communicate Why This Call is Valuable
Just explaining your reason for calling is not enough. You need to specify the possible benefits to the customer. A client will often wonder why they should spend their valuable time listening to your pitch. Give them the answer they seek as soon as possible.
3) Confirm Their Interest
You need to confirm if they are interested in the solutions or products your pitched earlier and made them qualify as sales leads. A confirmation of interest will help make the next step a lot easier.
4) Discover The Customer’s Needs
You need to create an honest dialogue if you want to understand what the customer is expecting from your solution. Most customers will often provide vague statements of what solutions they desire. You need to ask relevant questions and help them clarify their needs.
5) Explain the Disadvantages of Not Meeting Those Needs
This is where your research and market expertise comes into play. Tell them what risks they face if they do not solve the problems addressed in the previous steps. Provide market statistics or quote relevant case studies to support your point.
6) Get a Commitment for the Next Step
Do not lose sight of your ultimate goal. You need to make sure you get a second call. Ask the client if they want to discuss more details. Try to focus on the biggest problem/need your client has communicated with you and do not hang up without a future commitment.
Despite these six steps, you should always be ready for unexpected curveballs. A little foresight goes a long way and can help you dodge them. Think of what objections the client might have and plan out your answers. Moreover, forget about focusing solely on giving out information and describing product benefits. Understand what kind of client you are dealing with by asking the right questions. This information will be valuable if you stick to this six-step formula and succeed on your first call.