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.
Effective follow-up phone call scripts can be a game-changer in converting prospects into paying customers.
To write a professional call script, here are four main things that you should remember:
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.
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.
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.
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.
The list of common phrases to avoid is given below:Now that you know how to write good phone scripts for lead follow-up, let us quickly explore the best practices.
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:
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.
A clear objective will help you stay focused without getting sidetracked during the call.
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.
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:
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?"
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.
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.
Here’s what you need to consider: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.
You must know what sections should be in your script. So, let us first explore the template and then look at the sample scripts:
Below is the standard template outline used in sales phone call scripts:
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.
So, here are examples of phone scripts for the lead follow-up to look for.
1. First-Time Call Script
| Opening Statement | Hello, this is [Your Name] from [Your company]. How are you? |
| Introduction | We help businesses like yours create effective marketing strategies that generate more leads and increase revenue. I was wondering if you are interested in hearing more about our services. |
| (If 'yes.') |
Great! Before diving into our services, please tell me about your current marketing efforts and goals. (Briefly ask qualifying questions and listen to their needs.) |
| Closing Statement |
Based on the same, we can offer a solution to help you achieve your marketing goals. Well, can we schedule a follow-up call to discuss this further? (Set a date and time for the follow-up call based on a positive response.) Thank you for your time. |
2. Second-Time Call Script
| Opening Statement | Hi [Prospect’s Name], it's [Your Name] from [Your Company]. How are you today? |
| Ask for Concerns (If Any) |
During our last phone call, we discussed your business needs. Based on the same, I wanted to follow up to see if you had any other questions or concerns. Do you have any more questions or queries? (Answer any specific questions they may have and briefly highlight your services.) |
| Ask for a Final Appointment | Our experts will help you reach your goals based on our discussion. Can we schedule a meeting to finalize the details and move forward with the process? |
| Closing Statement |
(Set a date and time for the meeting on a positive reply.) Thank you for your time. |
3. Final Call Script
| Opening Statement | Hi [Prospect’s Name], it's [Your Name] from [Company Name]. How have you been? |
| Ensure the Prospect’s Satisfaction |
I just wanted to confirm with you before we finalize the details of our agreement. Do you want to learn any other information? (Answer any questions the client may have. Also, provide additional information if needed.) |
| Explain the Next Steps | Great to know that everything sounds good to you. So, let's move forward with our partnership. I will send you the contract via email for your review and signature. Is there a specific date you would like to start our services? |
| Closing Statement |
(If they agree to move forward, confirm the start date) Thank you for your time. |
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.