How to get the best out of a telemarketing call
The phone is still a powerful and popular way to get in touch with businesses and consumers alike. Whether it is B2B or B2C, the phone is the foot through the door, just be careful with where and how you tread.
How can you get the best out of a phone call? It’s all about being well planned.
Know your clients first
There is no use calling a prospect without having a clear objective. Before you make that call, there is a lot of planning that needs to be done. Research will go a long way in helping you build a relationship with the person on the other end of the phone, it will give you an insight into the prospect and will help you establish a prospect priority. Know your clients inside out so that you know you are not wasting their time or yours. To be able to successfully sell over the phone you need to have confidence in your product and confidence that your clients are in need of it. When you know what you want to achieve from the phone call, you are able to craft a sales pitch around this. Research and plan before hand so that you can sell confidently.
Try also to have a general idea about your prospects in terms of demographics and interest in the field that your company works in. This will give you scope on ideas to discuss and mutual interests to converse on.
Avoid being a script robot
Although scripts can be very helpful when speaking to someone about a product in detail, don’t forget that it is only a guide. You need to be able to present information in a natural, interesting way rather than a ‘scripted’ and mundane manner. The conversation you have with the other person should be personable and directed specific to that person, as suggested above to know your clients first. Your prospect will appreciate a genuine conversation as opposed to a scripted one.
Build a bridge before you cross it
Anyone would agree that building relationships is crucial, especially in sales. But, so many of us try to speed up this process and get straight to the selling – which in this day and age is no surprise with so much competition around. However, if you want a quality lead to turn into a successful lead you should first build a relationship with the prospect. Jumping into the deep end can end up as a crucial mistake, without having built an interest the prospect is more than likely to ignore the sales call and have no interest in the product. By having built rapport and following up calls, the person is more inclined to listen and therefore giving you the opportunity to more confidently deliver your sales speech.