Using the right words and phrases during a sales call has a significant impact on the outcome. It is the only way to captivate the prospect and convince him to go further and give him the famous commitment. So below you will find 20 keywords for customer acquisition by phone. You can use them as a first step to strengthen your skills and get more appointments. It will also give you enough time to improve in your field.
What is cold calling?
It’s no secret that cold calling is one of the least favorite tasks for salespeople.
The many rejections and objections from potential customers often make it a stressful affair. Plus, it’s never easy to interrupt a customer’s workday to make an offer. But with our tips and tricks, you’ll find that prospecting is the fastest way to increase your customer base.
In the past, this task was done by cold calling. In other words, you simply called someone you didn’t know and who, in most cases, didn’t know you.
This method is no longer effective because there is no relationship or trust between you and your potential client.
Today, with the development of CRM software, the advent of the internet and social media, it is easier than ever to know your potential customers in advance. This allows you to make smarter calls and maximize your chances of success.
In short, telemarketing can be seen as a difficult and complicated business.
That’s why many companies use a specialized external service provider, commonly known as a lead center. This company has the necessary tools and a competent team to carry out your telephone acquisition campaign.
Objective: get appointments
Before we go into detail about the best words to use to get the caller’s attention, know that the goal of telephone marketing is not to sell a product, but to get a business commitment.
And for that to be successful, you need to have some communication skills and, most importantly, know the person you’re calling.
According to the Gartner Group, in a company with 100 to 500 employees, only about 7 people are responsible for most buying decisions. So it’s critical that you get in touch with them.
So it’s important that you know as much as possible about your target audience beforehand.
And one last thing: you must also have good communication skills. First of all, the prospect you are talking to cannot see your body language or facial expressions. They rely on what you say and how you speak to understand you correctly.
Finally, remember that the first twenty to thirty seconds the prospect picks up the phone will determine whether or not the conversation will continue. In other words, you have very little time to make a good impression and make the purpose of your call understandable. This is one of the reasons why you need a good introduction.
So what should your first words be to get an appointment and of course increase your sales as a professional?
20 hot keywords for buying a phone
- Now that we have reached the actual subject of this file, there is one thing you must remember: There is no magic formula for cold calling.
It’s up to you to adapt the examples we’ve provided to your business and your needs.
As a guideline for creating a meaningful slogan, you can start with the following phrase:
Hello Mr./Ms. […], I’m […], from the company […].
You can then continue with one of the following ten sentences:
. […] I did some research on the Internet and found that your company […].
. […] One of my clients, [name of person and company], told me that you were looking for the best fit for […].
. […] I looked at your company profile on LinkedIn and saw that one of your most important projects this year […].
. […] We are currently working with two companies of similar size and in the same industry as you, who are struggling with two major issues. I was wondering if these are of concern to you as well […] […] . […] I read a post you made on [name of social network] the other day about …”.
. […] I read your annual report on your website last week and saw that you are planning to expand into ….
. […] While reading your company blog, I noticed that your customers gave your new [product] good reviews and I wondered…”
. […] At the [name and date of event] trade show, I spoke to one of your general managers and he told me that a marketing campaign for one of your company’s product lines was underway. In that case, our company can […].
. […] Give me three minutes to tell you about the [product] you recently downloaded from our website?
. […] We just worked with [competitor] and got [results] with them. Do you have five minutes, now or later, for me to tell you how you can get the same or better results?
What conclusions can be drawn from these examples?
Either way, they show that you care about your caller and have taken the time to find a good reason to call. Websites and social media are a wealth of information for this purpose, especially for getting to know your potential customers.
NB: According to statistics from Vorsight, a company specialized in B2B marketing, you have 70% more chances to gain the trust of your contact and start a conversation if they belong to the same LinkedIn group as you.
As you’ve probably noticed, it’s also important to create a mutual connection between you and your potential client. This gives you immediate credibility and arouses their curiosity for your product/service offering.
Our tips! Explain your request quickly and concisely so that your potential client can go back to what they were doing before your call. Remember that they are people just like you and their time is valuable. If you use shorter (20-30 seconds) and concise statements, you increase your chances of attracting their attention and therefore continuing the conversation.
Other phrases that work well
You can also tailor your catchphrases to the type of potential customers you are calling. Here are some examples:
11 – […] Sorry to bother you, but I thought you might like to know that […].
12 – […] That’s right, ma’am / sir, but […]
13 – […] I’m calling to tell you about an interesting solution for your […].
You can use these expressions, for example, when you meet a potential client who shows little interest in your call and does not hesitate to hang up a few moments after picking up the phone.
On the other hand, if you call an enthusiastic and respectful prospect, you can use positive or reassuring keywords, such as:
14 – […] I am very happy that you are interested in this solution, Mrs/Mr […].
15 – […] Thank you very much for your time […].
16 – […] Yes, and that’s why I’m calling you too.
It may also happen that you meet a negotiator who likes a challenge. In this case, you can attract their attention with the following formulas:
17 – […] We always manage to outperform our competitors in […].
18 – […] What makes us different is that we are committed to […].
In addition, engagement questions can be very effective in quickly engaging your respondents. They help them realize that their issues are serious enough. It is then easier for you to justify a longer conversation with them :
19 – […] I looked at your annual reports and saw that your production has dropped for three consecutive quarters, right?
20 – […] Is the computer security method you use reliable?
21 – […] Are your salespeople really comfortable and effective in their telephone surveys?
Feel free to use these examples.
If necessary, write down and read your keywords. That way you can’t miss anything or get lost. This does not mean that you have to read them word by word during the conversation, as if you had already prepared them in advance.
Some words that should not be included in your order sentences
- Now you know how to choose the most appropriate terms and phrases to quickly draw your potential customers into your sales tunnel. This is already a good thing. But be aware that some inappropriate words can slip into your words during the conversation. It’s best to be aware of them to avoid them.
- [Is this the right time? If you use this question, even inadvertently, honest customers will probably say, “No! So you don’t even have a chance to introduce yourself.
- Sorry to bother you…If your call is confusing to the caller, which it often is, you will have a hard time starting a conversation with them.
- [How are you? This type of expression is considered a filler word. In most cases, you will probably get a terse response such as “Fine, thanks! This not only loses your credibility, but also makes it difficult to continue the conversation.
- I just wanted to […] If you use this formula, you risk devaluing your intentions. Instead, you can get straight to the point and clearly state what you want.
- You must … You should also be careful not to tell your clients what to do unless you have to.
- [Trust me! Even if you have the best possible offer, the phrase “Trust me!” sends the wrong message, as if you are not trustworthy.
- [I don’t know. The key is to ban this phrase. Instead, say “I will find a solution […]” or “I will find the answer to your question and email it to you tomorrow.” This way, you can increase your professionalism to the potential customer and have an excuse to follow up.
- Note again that the lists we have provided are not meant to be exhaustive. The important thing is to understand the context and not try to use them at all costs in every situation.
These guidelines should serve as your guide from the first greeting to the engagement. So don’t hesitate to improve them using all sources in the company, feedback from your staff, customers, etc.
One last tip! Remember that you need a lot of practice to conduct a survey like a pro. Cold calling is not fun, but it takes practice to get better.
Conclusion
Remember the first time you got behind the wheel of a car? You stopped at first, right?
To become a good driver, you still had to learn how to drive, know the code, change gears, etc. But today, you do all this automatically, without even realizing it.
Plus, with the 20 keywords you have now, you’ll be able to automatically use the right methods over time. As you gain experience, your subconscious mind will take over and you will likely have more commitments.
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