How Do You Start a Call With a Lead? What to Say When They Pick Up

You dial, they pick up, and you've got a few seconds before they decide if you're worth the next minute... so how do you start a call with a lead? Say who you are and why you're calling, then remind them they asked to hear from you. That's step one of C.A.L.L.S., the process from my book for every lead call.

And if they won't pick up at all? Start with how to get leads to answer the phone, then come back for the opener.

Want the word-for-word version for the calls after this one? It's all in the sales scripts and follow-up cadence library!

The Importance of a Strong Opening

A strong opening is essential for capturing the lead’s attention and establishing a positive connection. It’s your opportunity to make a great first impression and demonstrate that you’re worth their time.

Preparing for the Call

Preparation is key to starting a call with confidence and clarity. Before dialing, ensure you have all the necessary information about the lead and a clear objective for the call.

Steps to Prepare:

1. Research the Lead: Gather relevant information about the lead, including their needs, preferences, and background. This helps you tailor your approach and show that you’ve done your homework.
2. Set a Clear Objective: Know what you want to achieve from the call, whether it’s scheduling a meeting, gathering information, or closing a sale.
3. Prepare Your Opening Lines: Craft a compelling and personalized opening that captures the lead’s interest and sets a positive tone for the conversation.

Example

Before you dial, look up the company, what they've posted lately and the problem they're most likely fighting. Two minutes of homework and your first question is about them, so they can tell you showed up ready.

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How to Start a Lead Call: What to Say First

A strong opening typically includes a greeting, a brief introduction, and a clear value proposition. These elements help establish rapport and create a foundation for a productive conversation.

Components of a Strong Opening:

1. Greeting: Start with a warm and professional greeting. Use the lead’s name to personalize the call.
2. Introduction: Introduce yourself and your company briefly. Keep it concise and relevant.
3. Value Proposition: Highlight the value you can offer. Focus on how you can help the lead solve a problem or achieve a goal.

Sample Opening Lines:

1. Greeting: “Hi [Lead’s Name], this is Drewbie Wilson from Call The Damn Leads.”
2. Introduction: “I’ve been following your company’s recent projects and I’m impressed with your growth.”
3. Value Proposition: “I’d love to discuss how our lead generation strategies can help you scale even further.”

Building Rapport Quickly

Building rapport quickly is crucial for creating a comfortable and open dialogue. Show genuine interest in the lead and establish a connection based on trust and mutual respect.

Techniques for Building Rapport:

1. Active Listening: Show that you’re listening by responding to what the lead says and asking follow-up questions.
2. Empathy: Demonstrate understanding and empathy for the lead’s situation or challenges.
3. Common Ground: Find common interests or experiences to create a sense of connection.

Example

If a lead mentions a recent challenge, say it back to them before anything else. Then share what's worked for other people in the same spot. They'll trust you a lot faster once they know you were listening.

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Overcoming Initial Resistance

Leads may be wary or skeptical during the initial stages of a call. Overcoming this resistance requires patience, understanding, and a focus on providing value.

Strategies for Overcoming Resistance:

1. Acknowledge Concerns: Recognize the lead’s concerns and address them openly.
2. Provide Reassurance: Offer reassurances about your intentions and the value you can provide.
3. Focus on Benefits: Highlight the benefits of continuing the conversation and how it can help the lead achieve their goals.

The C.A.L.L.S Process

In Call The Damn Leads, I outline the C.A.L.L.S process, a no-nonsense system designed to create connections, understand client needs, and build a plan that delivers results. This process is crucial for starting a call effectively and ensuring you address the lead’s needs from the get-go.

C.A.L.L.S Process Breakdown:

1. Confirm The Reason You’re Speaking: Remind the lead that it was their idea to start the conversation by submitting their info and that you are there to help. Acknowledge their quest for knowledge and make them feel seen, heard, and understood.
2. Ask Relevant Questions: Use pre-qualifying questions to uncover the lead’s true needs. Your questions should be precise and tailored to their situation.
3. Listen Intently: Switch from asking to listening. Absorb the information the lead provides and use it to tailor your approach. Taking notes and putting them in your CRM will help you manage the relationship effectively.
4. Lay Out a Plan: Show the lead the path to success. Be clear, concise, and confident in your plan, transforming their uncertainty into a vision of success.
5. Secure the Bag: Handle objections as opportunities to reinforce the value you’re providing and close the sale by overcoming their last line of defense​​.

Practice and Continuous Improvement

Starting a call effectively requires practice and a willingness to continuously improve. Review your calls, seek feedback, and refine your approach based on what works best.

Steps for Continuous Improvement:

1. Review Calls: Listen to recordings of your calls to identify strengths and areas for improvement.
2. Seek Feedback: Ask colleagues or mentors for feedback on your opening lines and overall approach.
3. Experiment and Adapt: Try different techniques and approaches to see what resonates best with your leads.

Conclusion

Starting a call with a lead is a critical step in the sales process. By preparing thoroughly, crafting a strong opening, building rapport quickly, and overcoming initial resistance, you can set the stage for a successful conversation. Personalize your approach, focus on providing value, and continuously refine your techniques to maximize your chances of success. Remember, the first few seconds of a call can make all the difference, so make them count.

Explore More and Dial in Your Success

Looking to dive deeper into the strategies that will skyrocket your growth? Check out our book collection where you'll find invaluable resources including 'Crushing The Day,' 'Social Media Mastery,' and 'Call The Damn Leads.'

Get your copies now at: callthedamnleads.com/collections/books.

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Frequently asked questions

How do you open a call with a lead?

Three pieces: a warm, professional greeting using their name, a brief introduction of you and your company, and a clear value proposition. Sounds like this: 'Hi [Lead's Name], this is Drewbie Wilson from Call The Damn Leads. I'd love to discuss how our lead generation strategies can help you scale.'

What is the C.A.L.L.S process?

Confirm the reason you're speaking. Ask relevant questions. Listen intently. Lay out a plan. Secure the bag. That's the no-nonsense system from Call The Damn Leads, built to create connections, understand client needs, and build a plan that delivers results. Run it in order on every call.

What should you do before you dial a lead?

Research them: needs, preferences, background, their company, recent activities and pain points. Set a clear objective, whether that's scheduling a meeting, gathering information or closing a sale. Then prepare your opening lines so you come in with relevant insights and questions that show you did the homework.

How do you build rapport with a lead quickly?

Active listening carries most of it. Respond to what the lead says and ask follow-up questions. Show empathy for their situation and challenges. Look for common interests or experiences. When a lead mentions a recent challenge, acknowledge it and share relevant experience or solutions. Trust follows from there.

What do you do when a lead is skeptical in the first minute?

Acknowledge their concerns and address them openly. Offer reassurance about your intentions and the value you can provide. Highlight the benefits of continuing the conversation and how it helps them reach their goals. Handled that way, plenty of hesitant leads turn into curiosity and engagement. Stay patient.