The majority of the information we communicate doesn’t come from the words we say, but how we say them. Tone, pitch, pace and body language are all used by others to help determine the exact meaning behind the words and phrases we use. Using the right vocal range in a call can dramatically increase a telemarketers chances of success. Just a few small changes to the way telemarketers handle a call can make a significant difference in how they come across. It will also affect how the prospect views the caller and the brand they represent.
Before telemarketers dial the phone, they need to take a few moments to go over the benefits and unique features of the product or service they’ll be discussing. If they’re in a positive frame of mind and feeling enthusiastic about the product they’re promoting, this will come across in their voice. Being enthusiastic about a product or service will also help to get the call off on the right foot and set a productive tone for the conversation.
One of the most simple, effective ways to create the right tone when making a b2b call is to smile. Smiling affects the way the voice sounds and most prospects will be able to pick up on it in a call. More often than not, they’ll instinctively smile in return, something that can help the call to progress productively.
The pace of a b2b phone call can be one of the most difficult things to get right. Go too quickly and the prospect won’t have time to process the information you’re providing. However go too slow and it can be interpreted as a sign of boredom, disinterest or dejection. Ideally, telemarketers should go fast enough to retain the interest of the prospect and to come across as enthusiastic, but slowly enough that their words hit their mark. The only way to perfect the pace of a b2b call is to practice. Have telemarketers practice ‘calling’ each other so they can see how pace affects the impact of the call.
Like tone, pitch is affected by the telemarketer’s enthusiasm and the way they approach the call. As well as smiling during a call, pitch can be improved by telemarketers taking a genuine interest in the prospect they’re speaking to. This interest will come across in the way they speak and will help the prospect to feel that their company’s needs and requirements are at the heart of the call.
Getting the pitch, tone and pace of a b2b call just right can go a long way to boosting its chances of success. Explore our site today to find out more or speak to one of the members of our team.