As all business leaders know, in order for individuals and companies to buy from one business instead of another, the company has to demonstrate that they’re different in a fundamental way. Whether it’s that they get great results, can’t be beaten on price or have outstanding customer service, it’s essential businesses tell their customers exactly why they should choose them if they’re going to grow.
However, convincing people you’re that little bit special is all but impossible if you don’t believe 100% in the product or service you’re offering. This is why we believe the most important first step in making any sales call is taking a moment to really think about what makes you different. This shouldn’t simply be a list of benefits, but should involve thinking about who you are as a business, what you do, why you’re special and how this can benefit other people. Once you’ve filled yourself with passion and enthusiasm, you’ll be able to make each and every call count and really get your message across.
Understand the market
As well as knowing your own products and services inside and out, it’s a good idea to really familiarise yourself with the wider market before making a sales call. If you understand exactly what your potential customer may be choosing between it will help you to better explain how your products and services are different. Though you’re probably already aware of the products and services offered by your competition, taking a few moments to remind yourself where your company falls in the business landscape will help you predict which objections or resistance your potential customers may have when discussing your sales pitch.
Avoid pre-designed messages
All too often in telemarketing, managers and other people within an organisation pre-design the telemarketing message for their team’s sales calls. Though this can offer you and your sales team a good starting point when thinking about your products and services, a script can make the call feel more automated and less personal. A scripted call can never replicate the power, passion and charisma of a spontaneous dialogue, and it’s precisely these three qualities that will help to make your call a success.
Make each call unique
Another drawback of a scripted call is that it makes every interaction more or less the same. This leaves little room for your team of telemarketers to take the different needs, preferences and goals of each prospect into account and can prevent them becoming fully engaged in the call. However if your telemarketers are given the space to draw on their own personal experience, passion and enthusiasm, they’ll be able to create heartfelt interactions and really get under the skin of the people they’re speaking to.
The telephone is unique in its ability to connect businesses with customers and enable real communication. By being able to speak knowledgeably and freely on the phone, telemarketers can make the most of this powerful tool, make a positive impact on the people they’re speaking to and boost their chances of success. By empowering our teams with the confidence and the skills they need to communicate, we free them from the script and allow them to make calls that really make a difference. To find out more, get in touch with us today.