One of the first challenges of any telemarketing call is to convince a potential customer to have a conversation. In general, prospects are busy people and many will be looking to get you off the phone as quickly as possible so that they can get on with their day. As Meg Prater says at HubSpot:
“Learning how to capture and keep someone’s attention without physically being in their presence is a skill all salespeople need.”
Although some people try to force their foot into the telephonic door using brash techniques and clichés, the best way to get your call started is to give your potential customer a good reason to listen. If they’re genuinely interested in what you have to say, prospects will be a lot more likely to listen and to respond. This will help you to build up a relationship with the potential client and ensure you call achieves its goal.
Although you probably have a fairly good idea of who you are and what it is your company does, there’s a good chance your potential customer doesn’t. Rather than simply declaring which company you work for and then leaping into the conversation, try to introduce yourself properly. Give the prospect a brief overview of what your company does and what makes it unique. Try to stick to a few main points. Prospects are likely to lose interest quickly if you take too long to explain yourself.
As well as telling them a little bit about you, it’s important to research the customer ahead of time. Before you pick up the phone, or as you’re dialling, have a quick look around their company homepage and their social media profile. This should give you enough information to tailor the contents of your telemarketing call. It’s a way of showing them just how relevant your products or services are to their specific circumstances.
Keep positive points at the front of your mind
Before you pick up the phone, think of around five points that make your product or your service stand out from the crowd. Try to fit these into the conversation early on to get your prospect interested and ensure your message hits its mark. Again, it’s important to keep these positives short and to the point if you want to avoid your prospect losing interest or becoming impatient.
As well as giving your customers a reason to listen, it’s important that you return the favour. Listen carefully to what they have to say during the call. You can glean a huge amount of valuable information this way. It will help you to build rapport with the potential customer and find out a little more about their needs and requirements. By being less pushy and putting the customer first, you should be able to stand out from the telemarketing crowd and steer your call towards a successful completion.
To find out more about making high quality telemarketing calls, or to learn how we can help you to improve your telemarketing technique, take a look around our site or contact a member of our expert team.