Types of Calls
Not every call is going to be the one call close and having the right state of mind going into the lead campaign will save you time and frustration. Sometimes it can be hard to determine what is a good start to call and when to move onto the next one so we’ve outlined a few samples below.
Green Calls: It’s always welcoming to hear “Thanks, I was waiting on your call” but this isn’t the only type of Green Call. Often times a prospect may simply be a little busy and won’t be as clear or direct as you’d like. Typically the tone of the call will indicate that the prospect acknowledges they had an interest in the service. You may get a response of “can you call me back a little later” or “I don’t have time for this right now”. From here always try to politely schedule a time to call back that is more convenient for the client.
Yellow Calls: These are the most difficult calls to identify. These calls will indicate that the prospect knows they inquired about a service but they are now beginning to get cold feet. The prospect may say that they’re “a few months out” or that they “don’t have the money for this right now”. Always still push to get an understanding of how can best fulfil their needs. They may have a misunderstanding of your prices or the value of your service. Worst case, this pro should be routinely followed up with to see how they’re needs change over time.
Red Calls: The easiest calls to identify and the hardest to get over. Maybe they woke up on the wrong side of the bed or spilled their morning coffee but for one reason another this prospect isn’t happy. They’re going to say whatever they need to to get you off the phone as fast as possible and they might not be too nice when they do it. But don’t let their bad energy get you down. We’ve accounted for these leads with our Return Policy and this won’t be credited to your account. It’s simply time to move on to the next one.
Every sales call is going to be unique and won’t always fit into a mold. Just remember to follow our Best Practices and approach every call with the same technique and outlook. Each new lead for the day should be seen as upcoming opportunity.