Phone Scripts for Lead Follow Up: Boost Your Conversion Rate

Have you ever considered how many follow-up calls are required before a lead converts to a client? 

Marketing Donut says it takes around five calls to get a lead conversion. 

After that, most SDRs (Sales Development Representatives) give up after one call. 

Why? 

They lack proper phone call scripts for lead follow up. 

With a well-written script, you, as an SDR, can keep the conversation going. 

You must address the prospect's needs and get important information to help succeed in prospecting.  

This post will examine the essential components of a successful lead follow-up phone script. It’ll also offer examples and advice to help you write your own. 

So, let's dive in and find how you can write good phone scripts for lead follow up.

4 Factors to Nail Every Lead Follow Up Call

Effective follow-up phone call scripts can be a game-changer in converting prospects into paying customers. 

• Such scripts can help understand the customer's needs and fulfill them most efficiently. 
• Also, they help ensure consistency and professionalism in your approach. As such, they allow you to communicate your value proposition more effectively.

To write a professional call script, here are four main things that you should remember:

1. Set Expectations Right Away

• You should start your call on the right note. 
• You need to clarify what the listener can expect from the call. 

As such, it helps establish trust and transparency from the outset. Additionally, it defines the tone and base for the rest of the conversation. 

A simple example is, 

"Hello, this is Ray from XYZ Software. We have received your inquiry about our cloud-based software solutions. Regarding the same, I'm calling to see if we can answer any questions or provide more information. Would that be okay with you?"

Also, if this is your phone script for lead follow-up, you must start by sharing a brief of what happened in the last call and any question that needs to be answered. 

2. Leverage The Power Of CRM

Remembering every call and what you communicate with the client is difficult. So, it is always better to use a CRM application for ease. Using such software will allow you to keep track of communications and better take up follow-up calls.

Let us say you have a list of potential customers to target regularly. You can use a CRM application to enter the customer's information, including their contact information and notes from your last conversation. It’ll help you pick up the conversation where you left off when you make a call. 

Furthermore, you can ensure you meet the customer's concerns and requirements while working as per the CRM. It will make them feel appreciated and improve your chances of closing the sale.

3. Always Move Toward The Next Step

The phone scripts for lead follow-up should be aimed toward the next step. When making a call to the client, make sure you try to move toward a positive closure. Doing so would allow you to place your offering better.

Whether it is your second or final call, you must ensure you are trying to move leads closer to a successful purchase. 

Say you are running a website development service. Now, if you get an online inquiry and you have shared all the details over the call, you can take ahead the conversation by suggesting scheduling a meeting.

This can go like this:

"Hello, this is Michael from ABC Web Solutions. I wanted to follow up with you regarding your inquiry about our website development services. Our team of experts can provide a website that meets all your requirements. Let's schedule a meeting to finalize the details and move forward with the development process." 

Asking to meet will set an agenda and increase the chances of positive closure.

4. Know Phrases To Avoid

You should avoid specific phrases when you are on a call with the client. Sounding too sales-sy or pushy can push away the lead. That is why selecting the right words for a sales call is crucial. 

A well-drafted phone script for lead follow-up will focus on your phrases, offerings, and everything else. But there are a few phrases that you should not use. These phrases can make the prospect feel negative and can reduce your chances of sales closures. 

• "Just checking in" (Can feel like being a little pushy or insincere)
• "This is a limited-time offer" (Places unwanted pressure on the customer)
• "Trust me, you won't find a better deal" (Can sound arrogant or untruthful)
• "Are you the decision-maker?" (Can be seen as disrespectful or unprofessional)
• "Can I put you down for the purchase?" (Assumes the customer is ready to buy)
• "I'm not sure if this is for you" (Undermines the confidence in the offering)

Now that you know how to write good phone scripts for lead follow-up, let us quickly explore the best practices.

9 Best Practices for Lead Follow Up Call Script

A well-written script can significantly improve your chances of success while making sales calls. But more than merely having a script is required. 

It is important to adhere to some critical yet good practices to ensure your script offers you the intended results.

The following are wise guidelines to remember when creating phone scripts for following the lead:

1.  Research The Prospect And Their Company

Before making a call, research the prospect and their company. It will help you better understand their interests, requirements, and pain points. 

Further, based on the same, you can identify how your product/service can benefit them. Also, it shows that you value their time and are interested in their business.

2. Have A Clear Objective 

• Schedule a meeting
• Make a sale
• Gather more information. 

A clear objective will help you stay focused without getting sidetracked during the call.

3. Customize The Script 

Use the information gathered from your research to customize your phone scripts for the lead follow-up to the prospect's needs and pain points. It will show that you understand their business and offer a solution tailored to their needs.

4. Keep The Script Concise

• Avoid using overly complicated language or industry jargon
• Keep the script concise and to the point
• Focus on the key benefits and features of your product/service

5. Include Open-Ended Questions

Asking open-ended questions can encourage the prospect to discuss their needs and concerns more. It helps you gather more information and builds rapport with the prospect. Here are some open-ended questions you can ask: 

• Can you tell me about your company's current objectives and goals?
• Can you describe your ideal solution or outcome for the problem you're trying to solve?
• What specific features or functionalities are you looking for in a solution?
• How does your organization make decisions when it comes to adopting new products or services?

6. Highlight The USP Of Your Product/Service

• Our product/service is specifically designed to deliver [specific benefit] through its unique features and functionalities.
• Our product/service has a proven track record of delivering exceptional results, with [specific statistic or case study] demonstrating its effectiveness.
• The key differentiator of our product/service lies in its [unique feature or technology], which provides unmatched performance and reliability.

7. Address Potential Objections And Concerns

Anticipate potential objections and concerns the prospect may have and address them in your script. It shows that you understand their concerns and are prepared to provide solutions. Your prospects might have the following concerns/Objections: 

Objection 1
Prospects may show concern about the pricing structure, affordability, and return on investment (ROI) of the product/service. Thus, they may say “We're interested, but our budget is currently allocated elsewhere.”

Your Possible Response- Focus on the value proposition and provide specific examples of how your solution has helped similar businesses. This way, you can help the prospect see the potential return on their investment and overcome their budget concerns. You can respond by saying: 

“I understand budget constraints can be a challenge. However, our solution has a proven track record of increasing efficiency and generating cost savings for similar companies. In fact, one of our clients in the same industry experienced a [%] reduction in operational costs within [Time frame ] of implementing our solution. Would you be open to discussing the potential ROI and long-term benefits for your organization?"

Objection 2
Sometimes, B2B prospects may express a preference for a competitor's product or service. They may say something like: "We are already using [Competitor's Product] and are satisfied with it."

Your Possible Response-  To address this objection, it is essential to highlight the unique advantages and differentiators of your offering. Emphasize the unique features, benefits, and superior customer support of your product. You can respond by saying: 

I appreciate that you're currently using [Competitor's Product]. Our solution, however, offers several distinct advantages that differentiate us from the competition. For instance, [share details about key differentiators]. Additionally, our customer support team has received multiple accolades for their responsiveness and expertise. Would you be open to a product demonstration to experience these advantages firsthand?"

8. End The Call With A Clear CTA

Always end the call with a clear CTA (Call to Action). Make it clear in your call whether to schedule a meeting or follow up with an email. It helps move the sales process forward and keeps the momentum going.

9. Practice The Script Beforehand To Ensure A Smooth Delivery

Practice makes perfect. Thus, before you make the call, practice delivering the phone scripts to ensure a smooth and confident delivery. 

Further, it will help you sound confident on the call. Also, this will increase your chances of positive closure.

A well-written and tailored sales call script can greatly increase your chances of success. However, it's important to follow good practices to ensure its effectiveness. 

• Market research
• Script customization 
• Addressing potential objections 

In fact, a script tailored to the prospect's needs helps move the sales process forward.

Now, once you know the plan of action to write the effective phone scripts for following up on the lead, it's time to take the next step. Let's check some samples of the scripts that can provide you with an outline of how to create the script.

Lead Follow Up Call Script Template and Examples

You must know what sections should be in your script. So, let us first explore the template and then look at the sample scripts:

1. Template Outline

Below is the standard template outline used in sales phone call scripts:

• Opening Statement
  Hello, [Client’s Name]; this is [SDR Name] from [Your Company]. I hope I'm not catching you at the wrong time.
• Objective
  The reason for my call today is to introduce myself and see if you have a few minutes to discuss how our services can benefit you.
• Customization
  I was looking at your business/website and noticed [insert specific observation]. We specialize in helping businesses like yours to [insert solution].
• Open-ended Question
  Can you share some information about your business? Is your website working correctly? Are you looking to add some new upgrades to your website?
• Highlight Unique Features
  We offer various website development services to help your website stand out and increase your online presence. Our team of experts can provide you with a website that is [insert unique feature/benefit].
• Address Objections
  I understand you may have concerns about [insert potential objection]. However, our team is experienced in handling these issues. Also, we can work with you to find the best solution.
• CTA
  Based on our conversation, I'd like to schedule a follow-up call to discuss this further. Are you available [insert date and time], or would another time be more convenient for you?

Thank you for your time. I hope to connect with you soon.

Important Note
No matter how many templates you have, personalization is a must. So, make sure you make changes in the script as needed.

2. Phone Script Examples

So, here are examples of phone scripts for the lead follow-up to look for.

1. First-Time Call Script

2. Second-Time Call Script

3. Final Call Script

Conclusion

Well-crafted phone scripts for lead follow-up are essential for effective communication with potential customers. SDRs should research their prospects, customize the script to their needs, and highlight their product or service's unique features and benefits. 

Plus, it is important to address any potential objections and concerns in the script and end the call with a clear CTA.

Practicing the phone scripts for lead follow-up beforehand can ensure smooth delivery and improve the chances of success. The goal is to maximize lead-generation efforts and obtain appointments with decision-makers.

With the right strategies, businesses can streamline their lead-generation process and turn more potential clients into happy customers. 

Businesses can achieve revenue goals and thrive in today's competitive marketplace by partnering with experts like Revnew, specializing in lead scoring, email marketing, and sales automation.