A successful cold call is all about engagement and communication. The instant a recipient mentally checks out of the conversation, your chances for making a connection rapidly decline. The quickest way to dampen a call this way is by asking too many closed-ended questions. Conversely, asking more open-ended questions can bring the call back to life. But why is this, and how does it all work? Let’s take a look at how open-ended questions can help you find opportunity and get more leads.
Why Closed-Ended Questions Close Conversations
Phone calls built on closed-ended questions don’t last very long, and they don’t go very far. But why is this? Closed-ended questions require a minimal response, such as a “yes” or “no.” Some examples of these questions are, “Did you receive my last voicemail?” and, “Have you filled out this form yet?” The responses to these closed-ended questions could be more detailed, but they don’t have to be. The question itself implies a simple reply.
With closed-ended questions, once the recipient gives their “yes” or “no” answer, the only thing left to do is ask a new question, related or unrelated to the previous one. There’s no reciprocation. The other person can’t add much to the conversation or give the caller any fresh material that might spark the conversation and send it in a new direction.
Of course, closed-ended questions aren’t inherently bad. They’re incredibly efficient for gaining certain insights or information. The problem here is that a solid cold calling lead generation strategy requires more back and forth than is offered by closed-ended questions alone. This is where open-ended questions come into play.
How Open-Ended Questions Open Doors
Unlike closed-ended questions, open-ended questions cannot be fully answered with a mere “yes” or “no.” They require more thought and detail, naturally cultivating a conversation. There are plenty of examples of open-ended questions, such as, “Why did you decide to unsubscribe from our service?” and, “What challenges did you face?” In fact, most open-ended questions begin with a “why,” “what,” or “how.” These opening words prompt potential leads to give detailed answers based on their experiences.
The power of open-ended questions lies in the unknown. The caller doesn’t know how the recipient will respond to their open question, meaning the impetus is now on the recipient to generate new information that continues the conversation. The caller can then use this response as a springboard to ask for clarification, ask further questions, or relay information that might be relevant. In other words, open-ended questions reveal new pathways for dialogue and transform a canned phone call into a dynamic discussion. This is how new leads begin to emerge.
Find New Opportunities with ProScout Lead Generation
Asking more open-ended questions is a powerful way to get leads and establish new relationships. At ProScout Lead Generation, our goal is to build and maintain these relationships in every way possible. Whether your business needs a strong cold call campaign or requires help with collaborative event marketing, our team has your back. Contact us at our Chattanooga or Nashville offices to learn more about our services and mission!
