This video offers three tips for converting cold leads into sales calls. The speaker, Ugnius Česynas, a social media marketing agency owner, shares strategies based on his experience generating over $2 million for online fitness coaches.
Provide Value or Social Proof: To entice prospects onto a sales call, offer something valuable (e.g., a Loom video with advice, a critique of their video) or showcase social proof (testimonials, case studies demonstrating success). This leverages the principle of reciprocity.
Ask Qualifying Questions: Asking questions serves a dual purpose: it qualifies leads (identifying unsuitable prospects) and creates internalized pain points within the prospect, increasing their receptiveness to a solution (your service). Examples include questions about business goals, current client numbers, and obstacles to growth.
Manage Friction to Increase Commitment: Employing a calculated amount of friction, such as manual call scheduling, creates a micro-commitment. This subtly increases the prospect's investment and likelihood of following through with the sales call, drawing on the commitment principle. Avoid excessive friction, as it can deter prospects.
