How a Telemarketer should ask a prospect questions
Telemarketing is not an easy job, but if done correct businesses can gain valuable customers.
The power of telemarketing is building customer relationships, and mastering the art of speech and behavior. You need to know how to speak to different clientele, have your statements backed with facts, and you must be confident and assertive.
How can you get the most out of a conversation?
Ask the right questions and know what you want to say. What do you want to achieve from the conversation?
You need to be able to LISTEN to customer needs and attend to their questions. Finding out what your prospect is struggling with and what they need is step one of the telemarketing conversation.
You want to be able to:
Ask questions to obtain information
- Ask questions to find out the problems the prospects business is having
- Ask questions to see if you can pitch a solution
- Ask questions to have control of the conversation (keep it flowing)
- Ask more questions and gather further insight into their issues
As you can see from the list above, without asking questions you cannot get through the conversation, without putting the phone down and having useful information and more detailed background of the company and problems they are facing.
Now, of course, the person you are speaking to will not disclose information they do not, or feel is not right to share with a stranger.
So, how do you build a good relationship over the phone and make your questions meaningful?
Closed Questions vs. Open Questions
There are two main types of questions used in lead generation:
- Closed Questions: These are questions that lead to yes or no answers. They can be good for getting definitive answers that don’t require much probing.
- Open Questions: These questions are asked for a more detailed and longer response. They are asked to obtain further information and to get an idea of what your prospects views and ideas are.
The best thing to do is to ask the closed questions first, so that you know which direction the conversation could be heading. You could be using questions like: “Do you currently use cloud computing?” and depending on the response you could follow it with an open question.
Say if the answer were yes, you could ask, “How are you currently finding it?” and if it is no, “What are your views around the use of cloud solutions?”
The idea is to grab you prospects attention and create a conversation. You want to find out you prospects views, have information to persuade them or encourage them to consider your product. But, most importantly ultimately, you need to be able to assess whether your product or service will be advantageous and useful to the customer.