Now that you have researched your inbound lead and determined that it is a good fit to sell to, it is time to pick up the phone.
Be sure to have the key information such as company profile, details on the individual you are calling and what they downloaded on hand. Draw from your research or new sources to identify a constructive tip to provide your lead in order to create value and position yourself as an expert.
Based on your typical sales process, remind yourself of the goal of this first outreach. Are you looking to book an appointment, make an introduction or win a deal? Understanding your goal of this call is essential to getting what you want out of it.
When your lead answers the phone, begin by introducing yourself and where you are calling from. At this point your lead is answering an unknown number and their primary concern is who is calling. Emphasize the name of your company and remind them of their content download. You can mention it specifically: