You would think that as a self-employed professional you would be excited to get new leads, as excited as a child on Christmas morning. But that doesn’t seem to be the case, too many professionals are putting off calling their leads and but the time they do the leads have cooled off.

An uncomfortable conversation

Understandably calling someone you don’t know is uncomfortable. But if someone left you his information he’s expecting a callback, and if you don’t do it your competition will. You don’t really think he’s only leaving you his information, do you? People only get things done when their back is against the wall so if a prospect is leaving his info he’s in pain. And that pain has to stop now, he doesn’t care who will help him. He only cares that someone will help him fast.

How to start the conversation

A common mistake is that professionals call the client like their calling their wife after a fight. Yeah, what do you need? That’s not the way to do it. Take your time ask questions, start with “is this a good time to talk?” Your prospect might be busy and ask you to call back another time, don’t assume he’s rejecting you. The first contact is more a customer service call than a sales call. When you’re done send an email with contact info so that he can get back to you if needed.

Track your progress

The most important thing you can do after a call is to track how many conversions you have (prospects that ended up as sales). This will allow you to understand what to expect, not everyone is going to buy from you so you should know what your percentages should be in the future.

So the next time you get a lead remember, this person needs help now call him as soon as you can.

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