Cold calling or scheduling discovery calls can be nerve-wracking, but a polite and confident approach makes a big difference. Keep these pointers in mind when calling leads:
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Ask if it’s a good time: Always start by greeting them by name and asking if they have a moment to chat. For example, “Hi, this is Jen from Mellow Interiors. Is now a good time for a quick chat?” This shows respect for their time and avoids interrupting a bad moment. If they’re busy, offer to call back at a better time.
Be mindful of timing: Generally, mid-morning or early afternoon on weekdays are safe bets for business calls (around 11 AM or 1 PM tends to be good for reaching people.
- Avoid early mornings, late evenings, or the lunch hour rush whenever possible. If you promised a scheduled time, stick to it.
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Keep it brief and purposeful: State your purpose up front (“I’m calling to follow up on the email I sent regarding adding some greenery to your office”). Let them know it’s a short call and honor that promise.
You might say, “I only need about 2-3 minutes; I wanted to share an idea for your upcoming event’s decor.” This eases their worry that a “brief call” will drag on. -
Sound upbeat and clear: Smile when you talk (people can “hear” a smile). Speak clearly at a moderate pace – excitement is great, but don’t race through your words. Avoid slang or overly technical terms; aim for an accessible, friendly tone.
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Engage with questions: Don’t launch into a monologue. Ask the prospect questions about their space or needs. For example, “What’s your office layout like? Any sunny areas that could use some life?” This gets them involved. Listen actively to their answers – it shows you care and gives you info to tailor our offering.
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Handle objections casually: If they sound hesitant or say something like “we’re not sure we need plants,” acknowledge it: “Totally get it – plants might not be on your radar. A lot of companies initially think the same but later find it really boosts morale. Maybe I could just send over a couple of pictures of what we’ve done for similar offices?” Keep it conversational and low-pressure.
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End with a next step: Just like with emails, have a CTA: set a meeting, offer to send info, or schedule a site visit. Even a small step is progress (e.g. “Can I email you a few design suggestions and follow up after you’ve had a look?”).
Pro Tip: Keep a call log. After you hang up, jot down notes in our CRM (more on this later) about what was discussed and any follow-up actions. This helps you remember details and plan your next touch.