How to Make Calls Part of Your Lead Generation Strategies

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

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Do you feel like you’re running around in circles as you chase your next client? You’re not alone.

Lead generation remains the key path to significant growth in any B2B or B2C business. However, it’s one of the most challenging parts of business marketing.

The good news? You can make calls part of your lead generation strategies to increase sales. Let’s examine how to use phone calls to drive more leads and sales.

Booking Appointments via Cold Calling

An effective way to generate more leads for your business is to use cold calling to book appointments. Cold calling involves reaching out to potential customers you’ve never interacted with.

Some consumers may view your cold calls as annoying if they’ve never been interested in your product or service. However, you can build relationships with these potential buyers by not trying to persuade them to buy from you immediately. Instead, book appointments for discovery calls following the cold calls.

When you make both types of calls, you create more than one contact point with a potential buyer. This may make the customer feel more at ease with you. The customer may then be more willing to buy your product or service.

When doing cold calling, consider using a pre-made script that you can adjust for different customers. A quality script will cover the start of your phone conversation but provide room for the dialogue to grow.

Let’s examine the many benefits of using a cold calling script.

Being Better Prepared

A cold calling script will give you a reliable road map for each phone conversation you have with a prospective consumer. That means you can easily move prospective clients through your conversations with them while emphasizing your main talking points.

This may make you feel more in control on the phone, so you may not feel as anxious about calling people you do not know.

Using a cold calling script may also help you to appear more knowledgeable to your prospective clients. This might make it easier for them to trust your product or service.

Generating Better Results

Cold calling scripts are planned, so they may help you think about your cold calling approach more.

For example, if you decide to write a script, you can plan out the points you’d like to make and find statistics or facts to reference. This will allow you to control each conversation rather than reacting to a potential client’s responses.

The more calls you make, the more you may want to improve your sales approach and script.

Creating a Standard

A script will help you to consistently make a great impression on possible clients. That’s because the right script will help you to sound outgoing and upbeat even when you’re not feeling this way.

In addition, a script will give you a standard way to approach all of your calls so that you can more easily gauge what techniques work best.

Making Sales Calls After Events

Another effective lead generation strategy is to follow up with potential clients after events like trade shows.

During your follow-up calls, you can ask a general question like “How do you feel about the event?”

You don’t have to pitch your product or service right away. Instead, your goal should be to build a stronger connection with event attendees. This may make them more willing to purchase from you later.

Not sure which event attendees to call first? Consider contacting those who opened your event e-invite early.

Remember, though, that some of these attendees might have forgotten they visit your booth. So, remind them that they met you at the event before asking them a question about it.

You can then ask them if they have any questions about your product or service. Offer to schedule a discovery call to talk more about your offering.

Remember that not every event attendee will want to convert right away. The more you nurture these leads over time, the greater your chances of making sales with them.

Checking in with Existing Customers

Consider making regular care calls to clients to generate more business from them. Happy customers who maintain relationships with your company are likely to seek your product or service again.

Some companies make the mistake of ignoring clients after the clients have purchased their products or services. Instead, follow up with your current customers to nurture your relationships with them and tell them about your other offerings. This can further increase customer satisfaction, grow revenue, and build your brand loyalty.

Follow-up phone calls are also excellent opportunities to ask existing customers for referrals. Satisfied customers can often be the best leads, as they are usually excited to give you referrals.

To ask for referrals, you can ask, “Do you know anybody who may appreciate our service or product?” It’s a simple and quick way to generate leads.

How Our Lead Generation Strategies Can Help

The top ways to make calls part of your lead generation strategies include scheduling appointments through cold calling. You can also generate leads by making sales calls after events and checking in with your current customers.

At The Selling Factory, we take pride in offering turnkey sales teams who can handle your company’s sales calls for you. Our sales support teams include high-achieving students from the best American universities.

Get in touch with us to learn more about our on-demand sales services, and book a free consultation today!

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.