Lead Generation and cold calling is tough. You maybe working hard and be determined to make it work but are you making it harder for yourself?
10 Sales Lead Generation Mistakes you could be making:
1. You are insincere
You may not mean to do this but you may come off sounding insincere. It’s painfully obvious to the buyer or potential customer when you sound insincere or disingenuous. Instead of making unrealistic promises you know you can’t keep, offer rational fact-based reasons as to how you can help the buyer.
2. You’re overselling
Similarly, don’t rave on and on about how superior your product or service is. You need to be enthusiastic but being over passionate could be misinterpreted as bragging. Instead, within the first minute of connecting with a prospect, you should communicate why your product or service is great for them specifically.
3. Your voice tone
You may be new and innocent. And this isn’t to say that call scripts are bad. Rather, reading robotically and sticking rigidly to the script is immediately obvious to your prospect and will turn them off from whatever you are saying.
Learn the script but speak like a human, each call should be like the first of the day.
4. You talk too much
You want to be helpful. Many people talk too much thinking they should tell the prospect as much as possible. This backfires and bombards potential customers with tons of information and minutiae without addressing their specific pain points. Stop talking and start listening. This is why you have two ears and one mouth. Ask questions; learn about the prospect’s needs before you tell them what they need.
5. Lack confidence
If a sales person isn’t confident, how can the prospect be expected to have confidence in him or her? Exuding or projecting confidence through a sales call requires practice, knowledge and desire to be helpful. You know you possess all three so be confident.
If you fail to prepare then prepare to fail.
The adage is as old as it is true. Don’t let yourself down before you get going. Make sure you have all the information before your sales call. You have the ability to get informed from sources such as Google, social networks, and your colleagues.
7. You are not disqualifying
Sales people should have real expectations about their chances with prospects. Everything is a about building pipelines and not all of your leads (or even opportunities) will end up closing. So don’t waste your time pursuing prospects that are unqualified or have little interest.
A fast no is better than a slow maybe. Disqualify your hard and non-communicative prospects.
8. Unclear message
Have a clear message! Know it before you pick up the phone. You need to articulate your benefits within the first 30 seconds of the call or you will surely lose their interest.
9. Not Getting Commitments
When an initial sales call is successful don’t assume the deal is done. It is critical that you get commitments from the prospect about the next steps in the buying process. The prospect will not follow up with you. Your job is to discuss and get agreement on the next steps – that’s why you are in sales.
10. No Measurement process
If you are not using metrics to measure your call effectiveness then you will not know how to improve. No one is perfect and your sales manager can analyze your calls with you and should help coach you with metrics.
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