How do you nurture a phone lead into a sale?

1 Know your goal

Before you make or answer a phone call, you should have a clear goal in mind. What do you want to achieve with this conversation? Do you want to book an appointment, offer a demo, or close a deal? Having a goal will help you focus your message, prepare your questions, and guide your lead to the next step. It will also help you avoid wasting time or getting sidetracked by irrelevant topics.

3 Communicate clearly

Another essential phone etiquette skill for sales is clear communication. Clear communication means using simple, concise, and positive language that your lead can easily understand and relate to. It also means speaking with confidence, enthusiasm, and clarity, without mumbling, rushing, or using filler words. By communicating clearly, you can convey your value proposition, highlight your benefits, and overcome objections. You can also avoid misunderstandings, confusion, or frustration that might derail your sale.

4 Follow up promptly

A key phone etiquette tip for sales is to follow up promptly with your lead after the phone call. Following up means sending a thank-you email, a confirmation message, or a reminder note, depending on the outcome of the call. It also means keeping your promises, delivering on your commitments, and updating your lead on the progress of the sale. By following up promptly, you can show professionalism, reliability, and interest to your lead. You can also reinforce your relationship, address any questions, and move them closer to the purchase decision.

5 Ask for feedback

A smart phone etiquette strategy for sales is to ask for feedback from your lead throughout the phone call. Asking for feedback means checking in with your lead, asking for their opinion, or inviting them to share their thoughts. It also means listening to their feedback, acknowledging their input, and adjusting your approach accordingly. By asking for feedback, you can show respect, curiosity, and openness to your lead. You can also gauge their level of interest, satisfaction, and readiness to buy.

6 Close with a call to action

A final phone etiquette tip for sales is to close the phone call with a clear and compelling call to action. A call to action means telling your lead what you want them to do next, how to do it, and why to do it. It also means creating a sense of urgency, scarcity, or exclusivity that motivates your lead to act. By closing with a call to action, you can show confidence, assertiveness, and value to your lead. You can also increase your chances of converting them into a customer.