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Lead generation during challenging times

Published: Wed Jul 01 2020 11:03:54 GMT+0000 (Coordinated Universal Time)

Generating leads over the phone is never easy, but there are times when it becomes an even bigger challenge.

Major events such as the coronavirus outbreak can make it difficult to know how and when to approach your target audience. Yet, by adopting the right attitude and approaching recipients positively, you can still successfully generate leads when you pick up the phone.

Here are some handy hints to help you cold call respectfully during tough times.

Be helpful

No matter the trading circumstances no one ever really wants to be sold to. If you can help your prospect with some suggestions and solutions about where they find themselves throughout the call, they will be grateful.

Be prepared

Write down some questions that will enable you to start the call. Make sure they start with either ‘what, when, why, where, who or how’.

Open-ended questions like these ensure that the prospect will talk more than you do. It will establish if what you have to offer is of use to them and whether you can help them.

Be understanding

During unusual times and major events, many people may have other interruptions to contend with whilst they talk to you. Accept and expect a range of working conditions.

If you contact someone who seems to be having a very difficult time, consider whether calling them back at a later date would be best for them.

Be respectful

Please and thank you go a long way with gatekeepers as well as decision-makers. Someone’s tone of voice is a key indicator of how they really feel regardless of the words they have used.

Be considerate

If there’s a chance that your prospect might be more sensitive than usual, be considerate with your initial approach. Ask them how they are managing in the circumstances and check how it has affected them from a personal and business perspective.

If you avoid obvious conversations, it could be viewed as insensitive. However, be mindful not to get too caught up in negative talk. This can be extremely hard to get out of and difficult to manoeuvre to the purpose of your call.

Be empathetic

Every prospect you speak to will experience tough situations differently. Listen to what they say and try to understand where they are coming from. It would be insensitive to try and push them down a route when they are unsure of their business' future.

Be upbeat

Stay positive and happy. If you’re not in the right mood, don’t make the call. No one wants to speak to someone who sounds miserable and gloomy. This isn’t about laughing in the face of adversity, but being cheerful can often be uplifting for others.


People buy people and being yourself is extremely important.

If you're finding B2B lead generation and appointment setting to be a challenge, our friendly team of relationship builders at Straightahead UK are on hand to support you.

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