What happens after you make a phone call? Here’s how you can automate the process…

One of the biggest errors that businesses make is that they mistake an objection a prospect raises as a sign of disinterest. If a prospect raises an objection during a call, and the caller can’t solve the problem on the spot, many businesses will dismiss the lead as ‘dead’, and move on.

In actual fact, if a prospect goes to the trouble to tell you why there is an issue, this shows an overall interest in reaching a positive outcome. It may not be possible to solve this issue on the call. However, by educating the prospect, everything can change. This is why one of the most useful things a business can do is to identify the 3 most common objections that arise in sales calls.

Let’s assume that in a seminar business, the three most common objections for a business are:

  1. It costs too much
  2. I don’t have time to attend the seminar
  3. I can see the value, but I’m not sure that I will get a result

The next step is to review your business and to come up with ways to overcome these objections. The seminar business might come up with the following replies

  1. It costs too much
    • What is the value of the result that the attendee will achieve?
    • How much will that result be worth in 3 years time?
    • If you achieve this result, what other potential benefits and future results will stem from the original result?
  2. I don’t have time to attend the seminar
    • Will the seminar save you time?
    • If you don’t attend the seminar, how much time will be wasted?
    • We all have time. It’s not a question of time. It’s a question of priorities. Here’s how the seminar helps you with your priorities…
  3. I can see the value, but I’m not sure that I will get a result
    • Other participants have got value. Here’s what they said…
    • Authorities in the field have said the following…
    • Articles have been published in these credible publications…

Each of these bullet points need to then be converted into 1-3 discrete email messages so that after the call, the prospect is sent a series of high-value emails. These emails both help the prospect move towards the desired goal and simultaneously position your product as an indispensable tool to achieve this outcome.

LeadMachine helps you achieve this goal through the use of Task Outcomes.

You start by creating a Queue. Think of a Queue as a type of a task. For example, you might have a Queue for confirmation calls and a separate Queue for people who attend a free seminar but do not purchase.

call_queues

Each Queue has its own set of task outcomes. Task outcomes would include ‘Sale’, ‘Not interested’ and your top 3 objections.

2outcomes

Then you can use a Task Outcome to trigger a Flow.

4trigger

In this case, the Flow would be a series of email messages.

3email_flow

Here’s how you can get a response from the email messages:

  • At the end of each email, ask a question that encourages the prospect to reply to the email
  • If a prospect clicks on the link of an email, you may wish to ….
    • trigger a task to call the prospect to get feedback
    • increment the prospect’s Contact Rating and if at the end of the email series the Contact Rating is a certain score, you then trigger a task to call the prospect
  • At the end of the series of emails, irrespective of clicks, you call the prospect

The way you structure it will depend on your business.

The great thing that happens now is that when the caller completes a call, the Task Outcome will trigger the Flow that you have nominated.

5set_outcome

The caller then presses ‘Take next Task’ and moves on to the next call.

6take_next

It’s efficient, everyone gets followed up, and your business ends up with more sales.