Discovery calling or cold calling is an old-fashioned technique that has become less popular in the internet age. However, this doesn’t mean discover calls can’t still be effective in turning prospects into customers. Social media marketing and emailing can seem impersonal, but the odds of conversion go way up if you can engage personally with potential customers. Here are a few suggestions to get the most out of your discovery calls.
Do Demonstrate a Problem and Offer a Solution
Discovery calls aren’t likely to be successful if the potential customers don’t realize they have a problem that needs to be fixed. Ask them about any problems they may be facing with their business or suggest a problem they may be having. Once you identify an issue, explain how you can offer a solution. If you offer different levels of service, discuss a solution for those on a shoestring budget as well as a more comprehensive package for larger budgets.
Don’t Ignore Do Not Call Lists
A lot of people put their phone numbers on the National Do Not Call List because they don’t want anything to do with sales leads calls. It is not only good business to respect their wishes, it is also legally required. The Canadian Radio-television and Telecommunications Commission can potentially levy heavy fines against those who call someone on the list. Fines can be up to $1,500 per violation for individuals and $15,000 per violation for corporations. This is in addition to possible reputational damage.
Do Try to Close the Deal
One of the most omitted parts of the sales process is the one that is the most important, closing the deal. If you get the sense in your discovery call that the client is interested in doing business, ask for the opportunity to work with him or her. If you’re talking over the phone, ask for a face-to-face meeting to discuss and sign a contract for work.
Do Keep It Short
Discovery calls are meant to determine if you and a potential customer are a good match. They’re not meant to be free consultations or seminars. Have a short set of questions ready to ask; within about five minutes, you should be able to determine if your business can help their business. If so, proceed with a lengthier conversation. If not, politely thank them for their time and move on. It’ll prevent you from committing too much time to actions that see no return.
Don’t Use Sales Pressure Tactics
People hate sales leads calls in general, so you’ll be fighting an uphill battle the moment the person you’re calling answers the phone. You need to make a good impression right away to even get a chance to make a sale. High pressure sales tactics shouldn’t even be a consideration. These techniques rarely work, and you’ll quickly develop a reputation as someone who people want to avoid.