{"id":3748,"date":"2017-02-21T10:27:56","date_gmt":"2017-02-21T09:27:56","guid":{"rendered":"https:\/\/gotoclient.com\/?post_type=blog&#038;p=3748"},"modified":"2021-08-24T05:14:15","modified_gmt":"2021-08-24T04:14:15","slug":"connect-call-tengo-sus-datos-como-y-cuando-contacto-a-mi-lead","status":"publish","type":"blog","link":"https:\/\/gotoclient.com\/it\/blog\/connect-call-tengo-sus-datos-como-y-cuando-contacto-a-mi-lead\/","title":{"rendered":"Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead?"},"content":{"rendered":"\n<div class=\"wp-block-columns has-2-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\"><strong>Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead?<\/strong><\/h2>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"blog-post-date\">\n    Feb 21 \u00b7 Blog<div class=\"blog-post-date__social\">\n    <a href=\"#\" class=\"social social--f\" rel=\"nofollow\" aria-label=\"Share on facebook\">\n        <svg class=\"facebook\" fill=\"#000000\" height=\"15\" viewBox=\"0 0 24 24\" width=\"15\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M19,4V7H17A1,1 0 0,0 16,8V10H19V13H16V20H13V13H11V10H13V7.5C13,5.56 14.57,4 16.5,4M20,2H4A2,2 0 0,0 2,4V20A2,2 0 0,0 4,22H20A2,2 0 0,0 22,20V4C22,2.89 21.1,2 20,2Z\"><\/path><\/svg>\n        Share\n    <\/a>\n    <a href=\"#\" class=\"social social--li\" rel=\"nofollow\" aria-label=\"Share on linkedin\">\n        <svg class=\"linkedin\" fill=\"#000000\" height=\"15\" viewBox=\"0 0 24 24\" width=\"15\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M19,19H16V13.7A1.5,1.5 0 0,0 14.5,12.2A1.5,1.5 0 0,0 13,13.7V19H10V10H13V11.2C13.5,10.36 14.59,9.8 15.5,9.8A3.5,3.5 0 0,1 19,13.3M6.5,8.31C5.5,8.31 4.69,7.5 4.69,6.5A1.81,1.81 0 0,1 6.5,4.69C7.5,4.69 8.31,5.5 8.31,6.5A1.81,1.81 0 0,1 6.5,8.31M8,19H5V10H8M20,2H4C2.89,2 2,2.89 2,4V20A2,2 0 0,0 4,22H20A2,2 0 0,0 22,20V4C22,2.89 21.1,2 20,2Z\"><\/path><\/svg>\n        Share\n    <\/a>\n    <a href=\"#\" class=\"social social--tw\" rel=\"nofollow\" aria-label=\"Share on twitter\">\n        <svg class=\"twitter\" fill=\"#000000\" height=\"15\" viewBox=\"0 0 24 24\" width=\"15\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M22.46,6C21.69,6.35 20.86,6.58 20,6.69C20.88,6.16 21.56,5.32 21.88,4.31C21.05,4.81 20.13,5.16 19.16,5.36C18.37,4.5 17.26,4 16,4C13.65,4 11.73,5.92 11.73,8.29C11.73,8.63 11.77,8.96 11.84,9.27C8.28,9.09 5.11,7.38 3,4.79C2.63,5.42 2.42,6.16 2.42,6.94C2.42,8.43 3.17,9.75 4.33,10.5C3.62,10.5 2.96,10.3 2.38,10C2.38,10 2.38,10 2.38,10.03C2.38,12.11 3.86,13.85 5.82,14.24C5.46,14.34 5.08,14.39 4.69,14.39C4.42,14.39 4.15,14.36 3.89,14.31C4.43,16 6,17.26 7.89,17.29C6.43,18.45 4.58,19.13 2.56,19.13C2.22,19.13 1.88,19.11 1.54,19.07C3.44,20.29 5.7,21 8.12,21C16,21 20.33,14.46 20.33,8.79C20.33,8.6 20.33,8.42 20.32,8.23C21.16,7.63 21.88,6.87 22.46,6Z\"><\/path><\/svg>\n        Tweet\n    <\/a>\n<\/div>\n<\/div>\n<style type=\"text\/css\">\n    #blog-post-date-block_5d855b919be75 {\n        background: ;\n        color: ;\n    }\n<\/style>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>El proceso de captaci\u00f3n de leads no es sencillo. Requiere realizar un estudio del\u00a0<a rel=\"noreferrer noopener\" href=\"https:\/\/landingpages.gotoclient.com\/blog\/4-respuestas-sobre-definir-buyer-personas\" target=\"_blank\">Buyer Persona<\/a>, analizar bien sus intereses y necesidades,\u00a0<a href=\"https:\/\/gotoclient.com\/blog\/te-explicamos-el-flujo-optimo-para-la-creacion-de-contenidos\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\" (opens in a new tab)\">crear contenido<\/a>\u00a0a medida, hacer un seguimiento detallado, optimizar las campa\u00f1as de creaci\u00f3n de demanda\u2026 Hasta que por fin, empiezan a\u00a0<strong>llegar los leads<\/strong>.<\/p>\n\n\n\n<p>Es el momento de vender, y ahora, \u00bfqu\u00e9 hago?<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<div style=\"height:48px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"467\" src=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-700x467.jpg\" alt=\"\" class=\"wp-image-3636\" srcset=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-700x467.jpg 700w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-250x167.jpg 250w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-768x512.jpg 768w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-1680x1120.jpg 1680w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-1020x680.jpg 1020w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-730x487.jpg 730w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-1280x853.jpg 1280w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-120x80.jpg 120w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/connect-call-372x248.jpg 372w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/figure>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Antes de nada, necesitamos entender si se trata de leads de calidad. La Connect call nos permitir\u00e1 evaluar la oportunidad que se nos presenta y cualificar al lead.<\/p>\n\n\n\n<p>Puestos todos los esfuerzos en la captaci\u00f3n, no es momento para bajar la guardia, sino para seguir con una buena metodolog\u00eda que nos ayude a establecer contacto antes de que se enfr\u00ede el lead.<\/p>\n\n\n\n<p>Seg\u00fan la&nbsp;<a href=\"https:\/\/blog.hubspot.es\/marketing\/la-metodologia-de-ventas-inbound-de-hubspot-marca-el-inicio-de-una-nueva-era-de-ventas\" target=\"_blank\" rel=\"noreferrer noopener\">metodolog\u00eda inbound de ventas<\/a>, debemos seguir estos pasos&nbsp;<strong>ANTES<\/strong>&nbsp;de presentar una propuesta:<\/p>\n\n\n\n<p>1. <strong>Connect call<\/strong><\/p>\n\n\n\n<p>2. <strong>Exploratory call<\/strong><\/p>\n\n\n\n<p>3. <strong>Goal setting and planning<\/strong>&nbsp;<\/p>\n\n\n\n<p>Hoy nos centraremos en la primera fase:&nbsp;<strong>Connect call<\/strong>.<\/p>\n\n\n\n<p>La Connect call consiste en una primera llamada telef\u00f3nica, en la que nos presentaremos y trataremos de establecer una conversaci\u00f3n.<\/p>\n\n\n\n<p><em>ACIERTOS<\/em>: qu\u00e9&nbsp;<strong>s\u00ed<\/strong>&nbsp;hay que hacer en la Connect call:<\/p>\n\n\n\n<p>&#8211; Iniciar una relaci\u00f3n con nuestro prospect<\/p>\n\n\n\n<p>&#8211; Entender si estamos capacitados para ayudar<\/p>\n\n\n\n<p>&#8211; Agendar una primera reuni\u00f3n<\/p>\n\n\n\n<p><em>ERRORES<\/em>:&nbsp;qu\u00e9&nbsp;<strong>no<\/strong>&nbsp;hay que hacer en la Connect call:<\/p>\n\n\n\n<p>&#8211; Pitch, pitch, pitch\u2026<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Intentar explicar en qu\u00e9 consiste Inbound (o el servicio que estemos intentando vender) a nuestro prospect<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>Entrar en detalles sobre c\u00f3mo y en qu\u00e9 podemos ayudar<\/li><\/ul>\n\n\n\n<p>\u00bfPreparados? Empecemos la llamada, siguiendo estos pasos:&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-2 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p style=\"font-size:25px\"><strong>1. Iniciar la llamada<\/strong><\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Este inicio de conversaci\u00f3n depender\u00e1 un poco del tipo de lead con el que nos vamos a comunicar. Nos centraremos en&nbsp;<strong>leads de inbound<\/strong>, los que nos han encontrado ellos a nosotros.<br>La llamada debe tener lugar lo m\u00e1s pronto posible desde que el lead contacta con nosotros.&nbsp;<em>\u201cThe sooner, the better\u201d<\/em>.&nbsp;<strong>No<\/strong>&nbsp;podemos&nbsp;esperar&nbsp;<strong>m\u00e1s de 1 hora<\/strong>&nbsp;para llamarle.<\/p>\n\n\n\n<p>&#8211; <strong>Introducci\u00f3n<\/strong>: Nos presentaremos por nuestro nombre y el nombre de la empresa. Es importante realizar una pausa despu\u00e9s de mencionar a la empresa para poder analizar la reacci\u00f3n.<\/p>\n\n\n\n<p>&#8211; <strong>Prop\u00f3sito de la llamada<\/strong>: Explicaremos el motivo de la llamada (he visto que te ha interesado nuestra oferta sobre XXX\u2026) e intentaremos darle continuidad y asistencia.<\/p>\n\n\n\n<p>&#8211; <strong>Empezar el di\u00e1logo<\/strong>: Nos interesaremos por las necesidades del lead. Querremos entender qu\u00e9 estaba buscando cuando ha llegado a nosotros.<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p style=\"font-size:25px\"><strong>2. Obtener informaci\u00f3n de la empresa.<\/strong><\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>A continuaci\u00f3n, nos mostraremos curiosos y ser\u00e1 importante hacer muchas preguntas. Lo esencial es entender si realmente podemos ayudar, no entender su negocio.<\/p>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-3 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p style=\"font-size:25px\"><strong>3. Cerrar la llamada<\/strong><\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Una vez hemos entendido si podemos ayudar, es el momento de cerrar una cita para la Exploratory call.<\/p>\n\n\n\n<p><em>IMPORTANTE<\/em>:<\/p>\n\n\n\n<p>&#8211; Resumir objetivos y retos que hemos detectado en la conversaci\u00f3n con nuestro prospect<\/p>\n\n\n\n<p>&#8211; Determinar la agenda y cerrar expectativas referentes a la pr\u00f3xima reuni\u00f3n (Exploratory call)<\/p>\n\n\n\n<p>&#8211; Quedar en una fecha exacta, e invitar a m\u00e1s asistentes si as\u00ed lo desea el prospect.<\/p>\n\n\n\n<p>En alg\u00fan momento de la llamada, aunque haya sido el mismo lead quien haya decidido contactar, es muy posible que nuestro prospect quiera&nbsp;<strong>cortar la conversaci\u00f3n<\/strong>&nbsp;antes de que consigamos nuestro objetivo, que recordemos es cerrar una pr\u00f3xima reuni\u00f3n. \u00bfQu\u00e9 hacemos?<\/p>\n\n\n\n<p><strong>Superar la resistencia<\/strong><\/p>\n\n\n\n<p>T\u00edpicamente, tenemos dos respuestas que frenan la conversaci\u00f3n en este tipo de llamadas:<\/p>\n\n\n\n<p>1. <em>\u201cNo es un buen momento<\/em>\u201d. Puede que realmente no lo sea. Intentaremos cerrar una llamada para m\u00e1s adelante, en los pr\u00f3ximos d\u00edas, en un momento en el que el lead pueda atendernos.<\/p>\n\n\n\n<p>2. <em>\u201cAhora mismo no lo necesitamos\u201d<\/em>. De acuerdo, vamos a intentar ser de m\u00e1s ayuda. Pediremos permiso a nuestro contacto e intentaremos ofrecerle un \u201cGive and get\u201d.<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n<\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>\u00bfHas logrado superar la&nbsp;<strong>Connect call con \u00e9xito<\/strong>? \u00a1Enhorabuena! Sigue adelante y desc\u00e1rgate este<strong>&nbsp;gui\u00f3n de la Exploratory call<\/strong>, con ejemplos y preguntas clave incluidas.<\/p>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/landingpages.gotoclient.com\/descarga-el-gui%C3%B3n-de-la-exploratory-call?hsCtaTracking=b11636b2-9ac8-403e-9664-65bd7ccf04d9%7C5311ebe8-f550-428c-b2c6-2c3be70e62fa\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-700x525.png\" alt=\"\" class=\"wp-image-3632\" width=\"616\" height=\"463\" srcset=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-700x525.png 700w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-250x187.png 250w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-768x576.png 768w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-730x547.png 730w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-120x90.png 120w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call-372x279.png 372w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/descarga-ahora-exploratoy-call.png 883w\" sizes=\"auto, (max-width: 616px) 100vw, 616px\" \/><\/a><\/figure><\/div>\n\n\n\n<div style=\"height:52px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n","protected":false},"excerpt":{"rendered":"<p>Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead? El proceso de captaci\u00f3n de leads no es sencillo. Requiere realizar un estudio del\u00a0Buyer Persona, analizar bien sus intereses y necesidades,\u00a0crear contenido\u00a0a medida, hacer un seguimiento detallado, optimizar las campa\u00f1as de creaci\u00f3n de demanda\u2026 Hasta que por fin, empiezan a\u00a0llegar los leads. Es [&hellip;]<\/p>\n","protected":false},"featured_media":3639,"parent":0,"template":"","tags":[1183],"blog_cat":[],"blog_language":[125],"class_list":["post-3748","blog","type-blog","status-publish","has-post-thumbnail","hentry","tag-marketing-in-entrata-b2b","blog_language-espanol"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead? - Gotoclient<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/gotoclient.com\/en\/blog\/connect-call-tengo-sus-datos-como-y-cuando-contacto-a-mi-lead\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead? - Gotoclient\" \/>\n<meta property=\"og:description\" content=\"Connect call: tengo sus datos, \u00bfc\u00f3mo y cuando contacto a mi lead? 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