Learning how to make an excellent first impression can help to improve the quality and success of your telemarketing campaigns. As well as helping to make the initial call more enjoyable for both the telemarketer and the prospect, a good first impression can help to lay the foundations for a positive and productive business relationship. Although your team are unlikely to have a 100% success rate when it comes to charming the person on the other end of the phone, practicing a few effective and reliable techniques will help to give them a better chance of getting their calls off on the right foot.
Setting the tone
The first impression a telemarketer makes when they dial a potential client will set the tone for your B2B relationship. If your telemarketer is too pushy, bends the truth, or is rude to the gatekeeper or the decision maker, it could spell disaster for your future prospects. If your team member can come across as professional, polite and well-informed, both the gatekeeper and the decision maker will be more likely to listen to them now and welcome their calls again in the future.
Working with the tools available
When we meet people in person, body language is a major factor in deciding how we judge someone. Often, when someone is trying to make a good first impression, they’ll smile, mimic their counterpart’s body language and hold themselves in a way that makes them appear open and friendly.
Using the telephone, telemarketers have to rely on their verbal dexterity to convey the information normally communicated through body language. Although this does present challenges, an experienced telemarketer should be able to use their communication skills to engage the prospect. They can create a productive dialogue and thus make a great first impression without ever having to see the prospect.
Body language still matters
Although the spoken word is king when it comes to telephonic communication, body language does still have a part to play. Smiling as they dial will help your telemarketers to sound more friendly and enthusiastic over the phone and sitting up straight will help them to feel alert and focused. Using the whole body when we place a call can go a long way to making the voice sound more approachable and the conversation more engaging.
Speak to a person, not a company
One thing that makes a poor impression is scripted, robotic telemarketing calls. Impersonal and unhelpful, decision makers and gatekeepers can tell a generic sales pitch from a mile off. A good way to ensure the calls your company makes aren’t dismissed as irrelevant or poor quality is to remind your team they’re speaking to people, not companies. Thinking about the gatekeeper and the decision maker as a person, and remembering that they’re often busy and under pressure themselves, can help telemarketers to get a rapport going and create a productive two-way conversation in the process.
Although making a good first impression over the phone takes skill and ability, with practice and commitment your team should be able to start a call off well every time. For more information on improving the quality of your telemarketing calls, get in touch with a member of our expert team today.