Have you ever tried to get an aged lead to talk to you by telling them how great you are? How you’re better than the rest? How they’ll be a success thanks to you?
Pushy Sales Prospecting Doesn’t Work on Aged Leads
And it didn’t go very well, did it? There’s a good reason for that. The last thing aged leads need is another pushy sales call — most have already endured a round of high-pressure sales as a fresh lead.
Yet this is often the go-to technique sales agents use to try to build business relationships. There may be a time and a place for the hard sell, but cold calling and sales prospecting with aged leads isn’t it.
Instead, we should be asking more questions and gathering more data. Let the customer tell us what it takes to sell them on our product or service.
That is the power of the open-ended question.
Open-Ended Questions Do Work With Aged Leads
People love to talk about themselves — their successes and their challenges. And that is precisely the information you would love to have to guide your sales pitch. So, let it happen.
Questions to Work Into Cold Calling and Sales Scripts
Here are some of my favorite open-ended questions:
- When did you feel like your debt was first getting out of control?
- What is the most stressful part about your current debt?
- What led you to consider refinancing your mortgage?
- What made you select this house (neighborhood, city, state)?
- Is this your first mortgage?
- Are you working now?
- What is most important to you in a mortgage or debt solution?
- Have you talked to others about a mortgage or debt solution?
- What is your biggest concern?
Be Smart With Your Sales Script Questions
You may have already noticed some trends with these questions, but let me spell out a few points even further.
Notice that these are simple questions, they just aren’t so simple they can be answered with yes or no. This is important. Multi-part questions rarely get answered as well as a series of simpler questions.
Your first questions will be deliberately vague. Cast a wide net, put your lead at ease, and they will answer very freely, revealing what they value most.
Follow up. Listen for keywords and tie your next question to your prospect’s response. This shapes the direction the conversation naturally, and in the end, save you time.
Next Steps for Your Sales Prospecting
Start with a list of open-ended questions that will work with your leads. But don’t end there. Think about how you’ll progress logically through your questions, what you’ll need to ask to get enough data to help your client.
Don’t pester your lead to name the benefits they’re looking for. It’s your job to provide benefits that match their needs, problems, issues, and concerns. Lastly, use your sales script questions to help the prospect visualize a positive outcome. If you know what a lead is looking for, you’re better able to help them find it.
Ready to get started with aged leads? Fill your pipeline with a fresh supply of high-quality leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, final expense, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.