20 Psychological Tips to Quickly turn Leads into Prospects using Cold Call Strategy

Back in 2016, my brother who is a marketing manager of a B2B insurance business was looking for a sales call agency. After weeks of investigation, he finally decided to talk to the sales personnel of a reputed pay-per-call agency. Mind you, the call was scheduled a week in advance to ensure that both parties came in prepared. What he was greeted with was an utter disappointment for someone who could have been an instant lead. 

Wondering what it was?

Half an hour o the usual sales script combined with zero ideas about my brother’s business and its requirement. The sales Call began like any other normal call with the salesperson introducing the agency and its function. But soon enough, it felt like 30 minutes of an audio documentary about the company’s history and its ventures. Not being completely rude, he decided to ask the salesperson if he went through their business as well. Completely taken aback, the salesperson instantly started typing the name of the company on Internet(the typing sound was audible) instantly of simplifying denying. The call was not useful and ended up wasting a lot of time. 

How Psychological Behavior can Impact your Lead Conversions?

The ignorant behavior of the salesperson is considered to be a cardinal sin in the calling industry. However, why does it matter so much? 

It’s all about consumer psychology! Your brain has the habit of reading between lines and sometimes people’s pauses. The brain constantly attempts to break the situation into different parts to analyze it properly. 

Post information breakup, humans like to draw different scenarios to come prepared. Sales call people are expected to use these breaks to create compelling experiences that translate into instant lead conversions. Yes, the time is short and the window to affect anyone psychologically is short. A few psychological sales call tips on the phone will keep you ready for every situation. 

Top 20 Consumer Psychology Tips for enhanced Lead Conversions on Sales Call

As a growing pay-per-call agency, Pingcall sales callers are encouraged to record their calls and read instances to improve their communication skills. After going through more than 100000 call data, below are some of the psychologically crucial sales call tips to gear your business for the season. 

1. Foot in Door Technique

Skepticism and sales call often go hand in hand. Salespersons can find it difficult to convert a skeptical person into listening to their offers. The foot in Door technique was born as a result of this. The phrase was initially born as a reference to sales personnel only, wherein they were supposed to keep up the conversation by ensuring the door never closes. 

How to Use Foot in the Door Technique during cold Calls?

The best way to go around this technique is to first persuade the person on the call regarding a relatively less crucial thing; something that they cannot deny. Build upon the line of the agreement by consistently putting up questions that they are likely to agree with. Gradually move to more complex questions. The lead has a higher chance of conversion as they will feel more comfortable with the agreement. 

2. Mimicry

Remember how a 10-year-old mimicking his teacher was seen as an extremely adorable act. On the contrary, what about a 50-year-old mimicking his colleague at work? Not so much! 

Mimicry is not a static cord but requires customization to suit one’s needs. Mimicry done perfectly can help you affect the psychology of your consumers. According to statistics, mimicry can improve lead conversions from 12.5% to a whopping 67%.

How to Use Mimicry during Sales Calls?

Resist from 100% mimicking the person on call. Rather, use it as glue to keep the conversation going. Social studies have proven a direct link between mimicry and liking. It is still considered one of the greatest forms of flattery. You must be wondering how to exactly use it during a sales call. Subtle mimicry in the form of copying the tone or vocabulary should be good enough.

3. Pay what you want

The ‘pay what you want option allows your sales prospects to taste a dash of choice and freedom. The fundamental principle behind this neuromarketing technique is the difficulty people assume while spending money. Believing it or not, everyone experiences a certain level of discomfort spending money, especially when it is for something you have not experienced or tasted before. Pay what you want transfers the power of deciding investment into the hands of the prospect, triggering them to use the opportunity. 

How to use this technique during Sales Calls?

We understand that your pricing model can not provide 100% customization. Therefore, keep multiple options in the pocket that cater to the income and expenditure level of multiple groups within your target audience. Encourage them to choose the plan themselves rather than push them to opt for the most expensive plan. A prominent example would be the Netflix subscription plan that provides 3 different payment windows that cater to phone users and desktop users. The payment option also takes into account the different levels of earning population within their targeted audience. 

4. Decoy Pricing

Decoy pricing is one of the most rarely used yet powerful neuromarketing sales call strategies to boost conversions. It basically requires the company to provide an extra option. The chosen option must be inferior to the one whose sales you wish to improve.

How to use Decoy Pricing to boost lead generation in sales Calls?

In order to use decoy pricing to affect the psychology of the consumer, provide an extra option. For example, if you want to sell auto insurance from company A, provide the sales prospect with 3 different options. Option A should be very low pricing, option B should be slightly (less than 1%) less than option C and option C should be the one whose sales you want to increase. With increased benefits and relatively similar to option B, the prospect will most likely choose option C. 

5. Bang Entry

According to the experts at Ping Call, the bang is an emotion rather than an action. When I ask you to enter with a bang, I expect the sales personnel to drive with a certain unique energy. Bring enthusiasm to your voice. Use action words to charge your prospect’s responses. 

How to use the Sales strategy for improved Cold Calls?

You can try and decode a communication style that works for you. Yes, there will be days when your energy level may go down, which is okay. But try to provide an enthusiastic experience which gets later on identified only by you. In this way, your prospects will start associating the service with your style. According to the oldest neuromarketing principles, prospects are constantly looking for belongingness. Therefore, the chances of them turning back to you are high. 

6. Positive Labels

Positive labels create a channel of affirmation and confirmation. By relating intricate subjects like insurance or real estate with positive labels like ‘quick’ and ‘simple’ the lead conversion rate can be skyrocketed. Positive labels create a sync in the prospect’s head and push them to take the extra mile to learn more about the subject. 

How to use Positive labels in cold Calls?

If you are trying to ask the prospect to check your website, use words like ‘quick check’ or ‘simply go-through.’ 

7. Simplification

According to a prominent study performed a few years back, people ended up choosing none when given a lot of options. Options tend to confuse and complicate the process. The situation becomes even more tricky when similar-looking products are all placed together to generate leads. Simplification calls for avoiding this paradox of choice by limiting the number of options available at any time. 

How to use simplification to affect sales during a call?

If the purpose of your sales call is to sell a product, say insurance, limit the policy offers by simplification based on prospects' needs. For example, a prospect with no car should not be listening to the quotes of car insurance agencies. 

8.  Use Emotionally charged words

Emotionally charged words are not specifically meant for conversion but rather for attention. Emotionally charged words demand attention and bring the lead back to the conversation. Different types of emotionally packed words can affect different sentiments, helping your control the conversation.

How to use Emotionally charged words to improve lead conversions?

Words like ‘Gigantic’ and ‘Bulky’ can be used to seek curiosity. Other words like ‘free’ and ‘limited’ command attention. These words have been in vogue since the beginning of time and their continued existence says a lot about their potential. 

9. Confirmation bias

Confirmation bias is a technique used by sales call personnel to get on the good books of the prospect. It allows the prospect to attach a positive note to the personnel. Confirmation bias leaves very little room for your personal opinions but is an effective tool for quick lead conversion. 

How to use Confirmation bias for Lead Generation?

Nodding or simply saying words like ‘yes, you are right and ‘I agree’ can greatly help you with lead generation. The prospect will be happy to interact with a business that believes in a similar ideology.

10. Social proof 

This is the age of social proofing. Social proofs are everywhere from social media to phone calls. The reason is the enhanced demand for reviews and feedback before investing. Even something as simple as a shirt purchase can not be completed without going through at least 3 Youtube review videos and the feedback segment on the website. A positive first-hand review can instantly convert a skeptical prospect into a sale. 

How to use Social Proofs for generating sales call leads?

Consumer psychologists claim that generating sales calls requires social proofing. Sales representatives need to use proof from top clients and businesses to quicken the pace of decision-making from prospects. 

11. Scarcity

The economics of Scarcity is not rare. Anything rare instantly turns into a want. We all look out for unique things that improve our social standing and personal satisfaction. Creating an environment of scarcity will help you increase lead conversions much quicker. 

How to use the technique for lead generation and conversion during sales calls?

Scarcity can be best used by quoting details about the final offers. Suppose, you have only 46 seats left for insurance registration, claim that ‘less than 50 seats left.’ This will instantly turn skeptical leads into prospects.

12. Reciprocity

Reciprocity is one of the most interesting psychological tactics used by marketers all over the world. It revolves around providing some benefits free of cost to the sales prospect. In lieu of the benefit, the sales prospect feels pressurized to take up the action you want them to take without putting much thought into it. 

How to use Reciprocity in a sales call campaign?

You must offer something on the sales calls to ensure reciprocity works in your favor. It demands certain investment but more often than not, prospects attained through this method end up becoming loyal customers of the business. 

13. Exclusivity

Who does not enjoys exclusive benefits? It instantly helps you feel special and better than your peers and competitors. The principle of exclusivity requires you to provide certain exclusive benefits to a group of leads. You can transfer these benefits to another group at another time. Make sure to keep a significant time lag between the two groups. 

How to use Exclusivity in sales Call campaigns?

14. Appeal to the Ears

If you have a bad tone, chances are that most of your prospects will not like to convert. After all, a bad tone or attitude can be a major mood changer. The chances of misunderstandings are relatively high as even a great message delivered with bad intent can derail your lead conversion rates. 

How to use the technique for cold call conversions?

Work on voice modulation and bring a little energy into your calls. You can call your friends or close ones to ask them if they feel inclined to talk further. This will give you an understanding of a great calling voice to keep up with your conversion rate. 

15. Use Anchors

Anchors are references used to create a positive association within the prospect's head. The choice of anchor decides the effectiveness of your conversion pitch. Using two different subjects is fine as long as the prospect identified closely with both of them. However, using anchors that are completely dissociated from the customer will hurt the conversion strategy.

How to use anchors for lead conversion?

The best way to decide on anchors is to rely on data. Data about lead will help you decide on an anchor that is relatable and easily understandable. A reputed pay-per-call agency like Ping Call offers credible data to support your lead generation strategy. 

16. Pass the control

This is one of the biggest mistakes done by a lot of sales representatives. Offering a solution does not mean taking away the entire conversation. Give the prospect the opportunity to fully explain their issues. Ask questions and refrain from marketing their problem. Try to market the solution towards the end only after thoroughly analyzing the problem. 

How to use control outsourcing for cold call conversions?

Ask questions during the entire sales call. Make it a two-way conversation by diving deep inside their problem while noting everything down to implement the reciprocity technique later on. Passing away the control will help you provide a well-thought solution causing instant lead conversions. 

17. Ask Questions out of the blue

Sales representatives are often handed with sales call scripts that leave limited room for cross-questioning. However, out fo the blue questions show that you care about the prospect more than the cold call script. It shows that the sales representative is as good a listener as he or she is a sales caller. Asking questions will also give you an upper edge and beat the existing competition. 

How to use the technique for enhanced lead conversions

If you are trying to close a sale, ask questions in between that dive deeper into the customer problem. These questions should not be invasive but demand details. Using these details, you can offer a much more inclusive option.

18. Appreciate Questions

No matter what the purpose of your cold call is, appreciating questions should not be ignored. A curious prospect is the first step to effective conversion. However, these questions also need to be encouraged and appreciated, showing your enthusiasm to answer back. This will prompt the customer to think of more such questions and win back your approval. 

How to use the neuromarketing strategy for cold call conversion?

This is one of the easiest neuromarketing strategies to use in your cold calling campaigns. All you need to do is take the time to appreciate the questions that your prospect throws at you. Simply saying, ‘Wow, that's a great question’ or ‘I am impressed with your understanding of the subject’ will help you get an immediate conversion. 

19. Refer to their Quotes

Yes, quoting an international celebrity is all fun and games. But, believe it or not, we all are our biggest fans before being anyone else’s. Putting to use some of their common phrases and using common vocabulary will help you gain credibility. A credible relationship is worth all the time and effort.

How to use the technique for instant lead conversion?

20. Stand in a non-confrontational manner

Consumer psychologists go on red alert when it comes to lead generation and confrontational talkers. Confrontational sales callers tend to come off as invasive and threatening, which affects the conversion probability of the prospect. 

How to use the strategy for lead conversion?

Confrontational standing will affect your lead generation rate. Try not to stretch over to complex or complicated matters as it can greatly imperil your chances of lead generation. Use less complicated vocabulary and offer a clear call experience. 

Neuromarketing offers a lot of advantages to sales call personnel. However, most of them are either unaware of these practices or overdo them unintentionally. Ping Call has some of the best sales call personnel who are adept at last-minute responses. These responses have been tried and tested on a large audience and have contributed largely to our lead generation network. If you are looking for leads for your business, make sure to contact the #1 pay-per-call generation agency in the world. 

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