Chapter 11Handling Inquiries and Discovery Calls

With all the practical information in this book, you will be very busy generating leads and inquiries but now comes the most important bit: turning that interest into paying clients and customers.

How you handle an inquiry will determine your “close rate,” which is essentially your success rate at turning interest into sales. This isn't so much about being the best salesperson, but it is about understanding how people buy and transact.

Speed is an essential factor in following up with leads and inquiries, playing a crucial role in successfully converting prospects into potential customers. When a prospect shows interest in your product or service, their enthusiasm is at its peak. Responding quickly to their inquiries allows you to capitalize on this enthusiasm and increases the likelihood of conversion.

Being quick to follow up also gives you a competitive advantage. In a crowded market, prospects often consider multiple options, and the first company to respond can leave a lasting impression. By being the first to follow up, you have the chance to engage with the prospect before your competitors and establish a strong connection.

Quick follow‐up also increases the chances of converting leads into customers. Prospects often have questions or concerns that need to be addressed before making a purchasing decision. By responding promptly, you can provide the necessary information, address any objections, and build trust. This timely ...

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