When it comes to sales, lead follow-up is a critical step in the process. After all, a successful follow-up call can mean the difference between closing a deal and losing a potential customer. One way to improve the chances of a successful follow-up call is to have a well-crafted phone script in place.
In this context, a phone script is a pre-written guide that helps salespeople structure their conversations with potential customers. In this article, we’ll take a closer look at lead follow-up call scripts and provide some best practices and examples to help salespeople improve their phone pitches.
- 5 Phone Scripts for Lead Follow Up
- How to Respond to “No, I’m Not Interested”
- Best Practices for Pitching Over the Phone
5 Phone Scripts for Lead Follow Up
The way a salesperson opens the conversation can set the tone for the entire call, and can even determine whether the lead is receptive to the pitch or not. In this section, we’ll outline five different phone script openers that can help salespeople engage their leads, build rapport, and set the stage for a successful follow-up call. By tailoring the opener to the lead’s specific situation and using a mix of these different approaches, salespeople can improve their chances of turning leads into customers.
Funny Tone
Hello [Name], this is [Your Name] calling from [Your Company]. I hope I’m not interrupting anything too important. I just wanted to touch base with you and see if there’s any chance you’re still interested in [Product/Service]. If not, no worries. But if you are, let’s chat and see if we can make this happen. I promise I won’t tell any bad jokes, unless you’re into that sort of thing.
Urgent Tone
Hi [Name], this is [Your Name] calling from [Your Company]. I wanted to reach out to you as soon as possible because I believe we have a solution that can really benefit your business. I know you’re busy, but if we could schedule a quick call, I can give you more information about how we can help. I’m available this week, are you free on [Day/Time]?
Curious Tone
Hey [Name], it’s [Your Name] from [Your Company]. I was looking over your website and noticed that you’re not currently using [Product/Service]. I’m curious, is there a reason why? We’ve had great success with businesses similar to yours and I believe we could help you too. Would you be open to learning more?
Assertive Tone
Hello [Name], this is [Your Name] calling from [Your Company]. I know we haven’t spoken in a while, but I wanted to remind you of our [Product/Service] and see if you’re ready to take the next step. I’m confident that we can provide a solution that will save you time and money. Let’s schedule a call to discuss this further. I have some availability this week, what works for you?
Formal Tone
Good morning/afternoon, [Name]. This is [Your Name] from [Your Company]. I wanted to follow up with you regarding our previous conversation about [Product/Service]. We’ve had some recent updates that I believe would be of interest to you. I would appreciate the opportunity to speak with you further about how we can assist your business. May I schedule a call with you for later this week?
How to Respond to “No, I’m Not Interested”
If the person on the other end of the phone says “No, I’m not interested,” or “Now’s not a good time,” a salesperson could respond in a few different ways depending on the situation and their goals. Here are three possible options:
- Ask for feedback: “I understand. Can I ask why you’re not interested? We’re always looking for ways to improve our product/service, and your feedback would be valuable.”
- Plant a seed for future follow-up: “No problem. If things change and you find yourself in need of a solution like ours in the future, don’t hesitate to reach out. We’ll be here to help.”/ “No problem, I understand that now isn’t the best time to connect. Do you have an idea of when [paint point] might be a high priority for you to solve? I can follow up with you at that time.”
- Attempt to overcome objections: “I understand that you’re not interested at the moment, but before we end the call, can I address any concerns or questions you have about our product/service? Maybe there’s something you’re unsure about that I can help clarify.”
It’s important for salespeople to remain respectful and professional when receiving a “no” from a potential customer. They can still use the opportunity to politely gather feedback, plant a seed for future follow-up, or address any concerns the customer may have in order to potentially change their mind and learn more about the situation.
Best Practices for Pitching Over the Phone
Assuming that the lead is receptive and interested in learning more, the next step is to effectively pitch the product or service over the phone. This can be a daunting task, especially when dealing with a relatively new lead. However, with the right approach, salespeople can successfully demonstrate how their product or service can solve the lead’s problems and meet their needs.
In the following section, we’ll outline some best practices for pitching over the phone that can help salespeople make a compelling case for their product or service. By incorporating these practices into their sales strategy, salespeople can maximize their chances of turning interested leads into paying customers.
Ask Open-Ended Questions:
- “What challenges is your business currently facing?”
- “What are your goals for the upcoming quarter?”
- “What specific features of our product/service interest you the most?”
Asking open-ended questions can help salespeople gather valuable information about the prospect’s needs and pain points. This can help tailor the pitch to their specific situation and demonstrate how the product/service can solve their problems.
Listen Actively:
- “I see what you’re saying. Can you tell me more about that?”
- “I understand your concern. Would it help if I gave you more information about [product/service] and how we may be able to help?”
Actively listening to the prospect can help build rapport and trust. It also allows the salesperson to address any objections or concerns the prospect may have, increasing the chances of a successful sale.
Use a Story or Case Study:
- “We recently helped a similar business in your industry that was struggling with [specific problem]. By using our product/service, they were able to increase their revenue by [specific percentage].”
Using a story or case study can help bring the product/service to life and make it more relatable to the prospect. It can also provide social proof and build credibility for the salesperson and their company.
Highlight Key Benefits:
- “Our product/service can help you save time and money by [specific benefit].”
- “Our service provides 24/7 customer support so you can have peace of mind knowing we’re always here to help.”
Highlighting key benefits of the product/service can help the prospect understand how it can solve their problems and meet their needs. This can help increase their interest and desire to make a purchase.
Close the Sale/ Ask for What You Want:
- “Based on our conversation, it sounds like our product/service would be a great fit for your business. Are you ready to move forward with a purchase?”
- “Would you like to schedule a demo or trial to see how our product/service can benefit your business?”
Closing the sale is an important step in the sales process. It’s important to be confident and clear when asking for the sale, while also being respectful of the prospect’s decision if they’re not ready to commit. Offering a demo or trial can also be an effective way to further build interest and confidence in the product/service.
Final Thoughts
In conclusion, effective lead follow-up is a crucial component of successful sales, and having a well-crafted phone script can help salespeople engage their leads and increase their chances of closing a deal. In this article, we’ve covered five different phone script templates, each with a unique tone and approach, that salespeople can use to effectively follow up with leads. We’ve also outlined best practices for pitching over the phone, including asking open-ended questions, actively listening to the prospect, using stories, highlighting key benefits, and closing the sale.
By incorporating these templates and practices into their sales strategy, salespeople can improve their overall effectiveness and increase their chances of success. Ultimately, it’s about tailoring the approach to the lead’s specific needs and situation, and using a mix of these different strategies to build rapport and make a compelling case for the product or service.
