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Calling Leads From A Client-Could Use Your Advice

by Breakinglink
4 replies
Hi again fellow warriors, I have a new (and good) problem I wanted to throw out and see what advice the more experienced members of cold/warm calling had for me.

I have had my lawyer as a SEO client for a couple months now and apparently he just landed a big case directly due to the SEO work I have done on his site (#1 in a medium sized town). He called me up and wanted to thank me and wanted to give me suggestions of people he thought I could help in town.

He ended up giving me 5 total business owners to call, and I was honestly kind of blown away. He even went as far as making me wait on the line while he called each one to let them know I would be calling.

Two of the referrals are his step-sons, a dentist and an architect. The other three are a jewelry store owner, a small engine repair guy, and a restaurant owner.

The reason I am asking for your advice is I am pretty new to calling but I am very aware I have just gotten some warm leads handed to me. I don't want to muck this up so what is protocol when dealing with leads that are so personally associated with the person referring them. Does that even matter?

Do I need to just directly work for the appointment because the into has been done for me or how do I need to handle this? Thanks in advance guys and gals!
#advice #calling #clientcould #leads
  • Profile picture of the author HostWind
    I would certainly play the relationship as a point of trust. As in, making them feel you are certainly helping them and not just some cold guy trying to stack out some money.
    Explain to them what you can do for their business, and use the first client as an example. "Gee, he got a BIG deal directly from my services - and he didn't have to lift a finger for it!"
    Or something of that sort perhaps. I believe you can come in warmer and skip some of the plastic 'crap' in the beginning of a lead.
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  • Profile picture of the author Jason Kanigan
    Wow the guy actually offered and did call to warm up the other prospects for you! That's exactly what you want happy customers to do for referrals.

    If you can get the guy to go with you and visit the prospect, all the better. Those two can talk about you and you can sit in while your current client closes his friend.
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  • Profile picture of the author TimD
    First, congratulations!
    I would go in at a very high level recognizing that these guys aren't qualified (don't know if they need or can pay).

    So, something like:
    Hey, I'm the guy Dan told you would call. I thought I'd touch base.
    It's really nice of Dan to put us together - do you have an idea of why he thinks the work I did for him was valuable?
    Then cover that you brought Dan business (not the technical side, the business side).
    So, he thought getting more business might be something you'd be interested in. Is that a current issue for you? (This might not be for the dentist for example. They often have client lists and are sometimes full.) If he is interested, I would qualify at a high level:
    1.How's business? - creates rapport
    2.What do you currently do to market your business ?
    3.What's working?
    4.What's not?
    5.Are you looking to get more business online right now?
    6. Why is now a good time for this?

    If all is good, then start talking about how you can work together.
    Good luck.
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  • Profile picture of the author Preeti
    That is very generous and amazing of your client..definitely make sure you award this kind of action with some type of handwritten note and gift..just to show your thanks..awesome when you do good work and clients come back and pay it back ten-fold..these are definitely the kind of clients you want to attract and work with!!!
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