No matter what your role and what sector of industry you’re involved with – first impressions matter. Though it may be a cliché, it’s true that you only have one opportunity to make that all important initial encounter a good one. As well as getting your sales pitch off to a good start, a positive first impression will lay the foundation for a positive business relationship. This is something that can then be built upon to create an ongoing partnership, giving you and your business a client you can work with for years to come.
Though first impressions take just moments to form – according to Business Insider, it’s only seven seconds – their impact can be very long lasting. Come across as aggressive, bored or, untrustworthy, and your brand’s reputation could be in tatters before you’ve even launched your pitch. Come across as friendly, reliable, passionate and knowledgeable on the other hand and your call could be on track for success from the start.
Making a good first impression
Recovering from a bad first impression can be difficult at the best of times, when you’re trying to make a sales pitch over the phone, it can be all but impossible. This means it’s essential for salespeople to make a good first impression if they want to hit their goals.
Though there are no hard and fast rules for making a good first impression, there are lots of techniques you and your team can use to make sure they start their calls off on the right foot. As we’ve said before, it’s important to smile as you dial, this gives your voice a more engaging tone and puts you in a more positive frame of mind.
Another of the techniques we use is positive visualisation: we ask our team to think about the person they’re calling, visualise their face and focus on the positive outcome of the call. This will help the telemarketer to engage with the contact on a more human level and give them a better chance of a successful outcome. We also encourage our telemarketers to get excited about the product or service they’re promoting by helping them focus on its competitive benefits before they pick up the phone. This enthusiasm will come across in the call, helping to create a great first impression.
Improving your technique
By continually working to improve the quality of the first impressions you and your team make, you can help your sales department to achieve its goals and create positive relationships with the companies you contact. If you need help developing your telemarketing techniques, or if you think there’s more your team could learn from us, get in touch with Blue Donkey today.