Happy Cinco de Mayo everyone!
At Connect 5000, we’re huge advocates and fans of proactive outbound prospecting, cold/warm calling, hunting for new logos, new business development, etc. (Or whatever term you prefer.)
We believe it’s better to be proactive and hunt for new business, rather than being reactive and waiting for the phone to ring.
But, we’re even bigger fans of something else: inbound leads!
Inbound leads are great in that a prospect had a pain or problem, did some online research or hunting, came across your website, filled out the form and requested a conversation.
We refer to them fondly as “Sales Gravy”.
I received one recently and followed up with the prospect in a timely manner.
(Multiple research shows you should connect with prospects within 30-60 minutes, or statistically, they grow cold and the chances to convert them into a client drops greatly.)
How should you start a conversation with an inbound lead?
Here are my two suggestions:
1. Ask them how they heard about your company.
Mr./Ms. Prospect, if I may ask, how did you hear about us?
(It’s a simple, non-threatening question to get the conversation going, plus it helps you figure out how your prospects are finding you for lead source purposes.)
2. Ask them: what prompted them to reach out to you.
Mr./Ms. Prospect, what prompted you to reach out to us? What’s your driving your interest currently?
(Then shut up and don’t say anything and let the prospect respond. Don’t spray and pray! Don’t have diarrhea of the mouth! Don’t spill the beans and talk about how wonderful you are.)
Listen to your prospect, ask open-ended questions, assess their situation, and then diagnose their problems.
Don’t drink too many margaritas tonight! Hope these two questions help close more business!