Business is about one thing: lead generation. Content creation, advertising, email marketing…these are all methods to generate targeted leads. So why devote so much time and energy into developing quality leads? Well, simply put, without leads there is no business. Leads that purchase your goods and services are the lifeblood of any thriving business. And this, of course, is the foundation of sales…turning quality leads into buying customers. Unfortunately, this is often more difficult than it sounds. After all, all leads start off as cold leads…complete strangers that you somehow need to convince to buy from you. Sadly, this is a sticking point for many budding businesses because turning complete strangers into avid buyers is no trivial task. So how do you do it? Simple. You warm up those cold leads. Here are a few methods to accomplish just that.
Cold to Warm Method 1: Change Your Mindset
There was a time where cold calling was a primary component of my job description. I was working at a small telemarketing company looking to increase my disposable income in order to invest in some business opportunities. It was an extremely trying time, but one with many personal realizations and valuable life lessons. You see, I struggled immensely with cold calling. For some, it came incredibly easy. They were rising stars in the company and earned hundreds of dollars in bonuses due to their talents and amazing sales abilities. I on the other hand failed to make a single sale after two months on the job. You see, I always felt bad for the customers. I felt like I was a nuisance to those on the other end of the phone line. Before every call, I imagined the family I was about to interrupt at dinner. I pictured the annoyed prospect that I interrupted during an important and meaningful moment.
Needless to say, this was detrimental to my ability to perform effectively at my job. It wasn’t until a co-worker took me aside and taught me something important. He helped me realize that we were offering a solution to a problem the prospect was experiencing. He emphasized the fact that anybody who was experiencing a difficult time would gladly answer the phone for someone who was offering a solution to their trials and tribulations. I had never thought of sales in that context. I never stopped to think that the simple phone call I was tasked with performing could actually improve the lives of the people on the other end of the line. And so my mentality changed. I looked at every cold call as an opportunity to enrich the life of someone else. This simple tweak in thinking helped me go from worst to first, filling my wallet with extra bonuses.
So never forget, you have something amazing to offer your leads. You can help improve their lives. Make sure to give them that opportunity.
Cold to Warm Method 2: Act as if you are old friends
If you were to answer the phone and hear a cold and robotic voice on the other end say something like, “Hello. My name is John Doe and I am calling on behalf of my company. I was looking to inquire about the status of your car insurance and see if we could help you find a new plan,” how would you feel? Would you be willing to offer this individual some of your precious time in order to hear his pitch?
If another person called in a warm, friendly, and exuberant tone and said something like, “Hi (person’s name)! How are you doing today?” and actually conversed with you, would you be more willing to listen to his pitch? The second option is friendly, engaging, and fun. It begins as if you were having a conversation with a friend. This is one of the best methods in turning a cold lead into a warm lead…treat them as they are old friends…because they should be!
Cold to Warm Method 3: Utilize Social Media
Believe it or not, social media is a great way to connect with people, and connection is the principle way to turn cold leads into buying leads. So connect with prospects on social media. Send them a friend request. Send them a message. Share fun and interesting content with them. Develop rapport. This will help them be more open to listening to what you have to offer them.