As a telemarketer, persuasion is one of the most powerful tools you have. From the moment you pick up the phone you’re trying to persuade gate keepers to let you through and decision makers to take action. To help you achieve your telemarketing goals, we’ve put together a few of our favourite gentle, but powerful, persuasion techniques.
Know your product
Potential customers are much more likely to take a telemarketer seriously, if they can demonstrate an in-depth knowledge of the product or service they’re representing. The better you know your business, the easier it will be to answer questions with dexterity and to counter any objections the decision maker you’re speaking to may have. As well as enabling you to present an informed argument, knowing your product or service inside-and-out will give the impression you’re an expert in your field. This should give the decision maker more confidence in you and your company and should help to persuade them to work with your business.
Prepare a list of positives
Positivity can be very compelling; if you’re passionate about the products or services you represent, this will come across in your conversation and will help to gently persuade the decision maker into working with you. To ensure you come across as well as possible, mentally prepare a list of positives before you pick up the phone. Think about your brand’s USP and the quality and value for money you offer. By getting these attributes fresh in your mind before you dial, you can help to ensure you come across as passionate, knowledgeable and communicative.
Though most persuasion techniques rely on your arguments, tone and technique – there is also a lot to be said for playing a more passive role. Remember that decision makers often listen to pitches all day long, so making your call a little different will help it to stand out and get noticed. Instead of barrelling straight in with your list of benefits and features, try asking the person you’re speaking to about their needs and requirements. Once you know a little more about their exact circumstances, it will be easier for you to tailor your product or service’s positives to suit them.
Again, a lot of decision makers will expect you to gloss over any negatives and relentlessly pursue the positives of your product or service. Instead, if you don’t think something you’re offering is quite right for them, be honest and say so. Ideally, you’ll have another product or service up your sleeve that does fit the bill, but even if you don’t, this honesty can help to win you fans in the decision making world.
Summarising the benefits and features of your product or service at the end of your call can help to jolt the decision maker into action. In your summary, go over how your company can directly benefit the business you’ve contacted. If you’ve tailored your argument correctly, this summary should be hard to say no to.
To learn more about powerful telemarketing techniques, or if you think your telemarketing team could benefit from some expert training – contact Blue Donkey today.