If you think that telephone surveys are no longer being conducted, think again. Telephone surveys are still a useful and appropriate method if you know how to use them well. The best way to do this is to put the prospect at the center of your approach. After all, you don’t want to leave it to chance who you contact. This is the equivalent of targeted cold calling, which few people appreciate. To find out how to make cold calling more human and effective, here are 7 essential factors of telephone selling:
1. identify the person you wish to call
First, you need to target the right people you want to contact. How easy is that? Of course, this pre-check is essential if you want to maximize your chances of engaging with potential customers.
If someone is annoyed by unwanted calls, prospects interested in your company and products will be more than happy to answer your questions. Imagine if your favorite company called and asked your opinion on their next project or how their latest product could help solve a problem. Surely you’d be happy to share your vision, right? Your potential customers would also be happy to weigh in in their own way. That’s why choosing a speaker is so important. And don’t forget to consider your personality in the judging process!
2. Think of “inbound marketing” when making sales calls.
Inbound marketing is primarily a web-influenced technique, but it can behave just as well over the phone as it does online. For example, remember that you should spend almost 80% of your conversation time listening to your prospects and only 20% speaking. Finally, call people to find out what they think so you can help them find a solution. Pay attention to what they say. Note that active listening is also very useful for you. Surprising the person you are talking to
3. Surprise your interlocutor
Surprising and entertaining your caller is essential to keeping the conversation engaging. This factor is even more important if you know that you have contacted them when they were not expecting your business interest.
4. Check availability
Obviously, you have a much better chance of getting the relationship off on the right foot if you check this important detail now! You can say your intentions. If not, please try again later. Above all, you don’t want to imply to the person you’re talking to that their needs and wants are worthless. If you try to talk to him/her anyway, you may be disconnected.
5. Plan your call
Before you meet a new client, at least prepare for the meeting. Conversations with clients should be no different! Within the first few minutes of the conversation, introduce yourself and show the caller the different points you want to make. For example, you may want to talk about your company, the topic of your call, your prospect’s problem, etc. Be clear and concise.
6. Ask detailed questions
Throughout the process, keep an open mind and don’t be afraid to ask obscene questions. This stimulates the interviewer’s curiosity and gradually reveals the topic of interest. If they raise an objection, offer a solution tailored to their situation and address it further. Build relationships with potential clients by demonstrating your expertise and interest in their case.
6. Make promises to prospects
If the person you are talking to is available and you like what they hear, you can immediately begin a real discussion about their problems, challenges and goals. If you are interested in what you can do for them, arrange to talk to them at a more convenient time. . Then you can start real exploratory conversations that ultimately lead to sales.
Whether or not you get a reservation, don’t forget to thank prospects for spending a few minutes of your time. Time, a limited and valuable resource, is probably the best thing a customer can offer.
Acquiring customers by phone is still attractive because of its human side. If you make the right calls, you should be able to win new customers without hassle! Want to learn more about social selling tactics to attract more leads? Download our guide to learn more.
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