How to lead a screening call for inbound?

Introduction

Introduce yourself "Hi, it's 'First Name/Last Name' from Qogita".
Outline of the call:
- Welcome the customer to Qogita
  
  "Hi [Customer Name], I'm calling you to welcome you to Qogita"
- Explain why you are calling
  
  "To learn more about your business and your specific needs, so we can make sure Qogita works best for you. I’ll be asking you a few quick questions."
- Pitch how Qogita's use can help them secure the best deals in the industry.
- "Thanks to the questions I will be able to outline how you can use Qogita to the best of the platform."

Questions

Don’t follow a script guide the conversation naturally

While it's important to cover key points, don't rigidly follow a script. Instead, let the conversation flow based on the client’s responses. Start with broad, open-ended questions (e.g., "What do you do for business?"), and then listen actively to their answers. This will help you gather valuable information, while allowing the client to share more naturally.

As the conversation evolves, use the information the client provides to steer them toward the topics you need to cover. By reacting to what they say and adjusting the direction of the conversation, you can create a more engaging and productive dialogue, while still hitting all the necessary points.

Key Ideas

Start with general questions, then dig deeper as needed.
Let the client’s responses lead the way, but steer them back to the key areas you need to discuss.
Keep the conversation flowing; don’t rush or force transitions; allow the discussion to evolve.
Use what the client shares to build trust and create a more personalized interaction.

The goal is to have a conversation, not an interrogation.

Example

You (Team Member):
Can you tell me a bit about your business?

Client:
We run wellness stores focused on organic health products, and we’re growing our online presence.

You (Team Member):
That sounds really exciting! Expanding online must open up a lot of new opportunities. What products do you focus on most in your stores, and are there any particular items you’re seeing a lot of demand for lately?

Client:
Natural skincare and supplements, especially ones for stress relief and immunity.

You (Team Member):
That’s great to hear, especially with how much focus there’s been on wellness in recent years. How do you look/find products specialised in this branch? Do you work with specialised suppliers or are you always looking for new ones?

Client:
We have a few long-term suppliers but are always open to new brands, especially those with eco-friendly products.

You (Team Member):
Love the focus on sustainability. Is clean beauty something you’re looking to expand into?

Client:
Yes, definitely, and we're also looking at sustainable packaging options.

You (Team Member):
That’s a growing trend. How do you usually work with your suppliers—more of a partnership, or more transactional?

Client:
We prefer long-term relationships, but we need flexibility on pricing and delivery.

You (Team Member):
Got it, flexibility is key. Have you set up everything on our platform yet? I can help guide you through it.

Client:
Not yet, but I’m interested.

You (Team Member):
Let’s get you set up so you can start connecting with suppliers who match your focus on eco-friendly products. Sound good?

Client:
Sounds great!

The Pitch

Leverage Their Interest in a Category/Products
Use the customer’s interest in "Korean" products to highlight how Qogita can connect them with the right suppliers and expand their product range.

Example:
"I noticed you’re keen on adding more Korean beauty products to your range. At Qogita, we work with suppliers who specialize in top-quality Korean skincare and beauty brands, which will give you access to the latest and most sought-after products in the market. We can help you stay ahead of trends with exclusive access to emerging brands."
Position Qogita as a Long-Term Partner, Not Just a Supplier
Emphasize that Qogita isn’t just a platform for one-time transactions, but a partner that can provide ongoing access to high-demand products, including Korean products.

Example:
"At Qogita, we're more than just a marketplace; we’re a long-term partner in helping your business grow. With your interest in Korean products, we can continually source the best new releases and help you navigate the Korean beauty market, ensuring your offerings are always fresh and aligned with consumer demand."
Showcase Qogita’s Flexibility
If they mention challenges with pricing or supplier relationships, highlight Qogita’s ability to provide flexible options for sourcing Korean products at the best terms.

Example:
"I understand flexibility is key for you, especially when expanding into new categories like Korean beauty. Qogita lets you compare multiple suppliers for the best pricing and shipping terms, ensuring that you can maintain a competitive edge while offering high-quality Korean products to your customers."
Upsell by Highlighting Features That Align with Their Interest in X Products
If they’re interested in expanding into specific niches like Korean beauty, talk about Qogita’s features that can help them source the latest products easily.

Example:
"Since you’re looking to expand your Korean product range, I recommend using our curated filters. It’ll help you find the top-rated Korean beauty suppliers quickly and streamline your sourcing process. Plus, with our watchlist feature, you can track product prices and secure the best deals before they hit the market."
Highlight the Trust and Support Qogita Provides
Focus on the idea that while pricing is important, the expertise, support, and unique access Qogita offers makes it more than just a transactional platform.

Example:
"While price is always important, what really sets Qogita apart is the access and support we provide. You’ll have a dedicated team familiar with the Korean beauty space to guide you in finding the best products, and we’ll ensure you get the competitive edge through strategic insights and supplier recommendations tailored to your goals."

Call to Action

Make it clear and direct: A strong CTA should be easy to understand and tell the customer exactly what they need to do next. Keep it simple and actionable.

Example:
"Let’s get your account set up so you can start exploring our Korean product suppliers. I’ll guide you through the process now."

Relate it to their needs: Frame the CTA based on what the customer values most. For instance, if they’re interested in specific product categories, position the CTA as a way to get them closer to that goal.

Example:
"Since you're looking to expand into Korean beauty products, let’s go ahead and set up your product watchlist so you can track the latest arrivals and be first in line for new releases."

Offer assistance to low barriers: Clients may hesitate if they feel unsure or overwhelmed. Offer help to make the next step seem easy and manageable, which encourages them to take action.

Example:
"I know setting up the shipping preferences can be a bit tricky, but don’t worry—I’ll walk you through it step-by-step so you can start sourcing the products you need."

Create a sense of urgency: Sometimes, framing the CTA in a way that highlights timeliness or exclusivity can encourage action without being too pushy.

Example:
"These new Korean products are in high demand, and some suppliers only have limited stock. Let’s set up your account now, so you can get ahead of the competition."

Offer something of Value: Provide a compelling reason for the customer to act now. Whether it’s access to a new feature, a special deal, or an insight, the CTA should offer value for taking immediate action.

Example:
"If we set up your account today, I can give you early access to our exclusive list of top-rated Korean beauty suppliers. This will help you secure the best deals before they become available to others."

Reinforce the benefit: Make sure the CTA clearly emphasizes the benefit of taking action. Explain why it’s worth their time and how it aligns with their goals.

Example:
"By setting up your delivery preferences today, you’ll streamline your ordering process, save time, and have products delivered exactly when you need them—helping you stay competitive in the market."

Keep it Actioned Orientated: Use action verbs that encourage immediate next steps, like “let’s,” “get started,” “explore,” or “set up.”

Example:
"Let’s go ahead and upload your product catalog so you can start finding the best Korean suppliers for your store."

Be available for questions: Sometimes, clients need reassurance before they commit to the next step. Offering to answer questions can make them feel more comfortable.

Example:
"Feel free to ask any questions while we go through the account setup. I’m here to make sure everything goes smoothly."

Frame it as a partnership: Instead of just asking for a commitment, position the next step as part of a collaborative process that benefits both sides. This fosters a sense of teamwork.

Example:
"Let’s set up your first order together, and I’ll help you identify the best suppliers for your business. We’ll work closely to make sure you get the most out of Qogita."

Example

"It sounds like you’re ready to start exploring those Korean beauty products for your store. Let’s set up your account today so you can start browsing suppliers. I’ll guide you through the steps now, and once your account is active, you’ll have immediate access to the latest deals and products. Does that sound good?"