Throughout your call, you should be working to build a compelling case for your company. Whatever the goal of your call is, the more intelligent and persuasive your argument, the more likely you’ll be to achieve your objectives. However, knowing that you need to present your products and services in a compelling light and doing it are two very different things. Take a look at our guide to creating a compelling case to ensure you’re as persuasive as possible next time you pick up the phone.
Keep it brief and keep it simple
No matter how impressive your products or services are, no one is going to want to listen to a 20-minute discussion of their benefits and features. Not only will being brief endear you to the person you’re talking to, it will also help your key points to stick in their mind. Most of us won’t remember endless technical details and stats, but we will recall specific USPs that made a product or service stand out from the crowd. Use simple language, avoid technical jargon and present the products and services you’re offering as clearly and as concisely as possible.
There are few things more compelling than cold, hard evidence. If you can clearly demonstrate how your company can offer better value for money, or a higher quality service than an existing company, or if you can prove exactly how what you’re offering is different, then you’ll have a much better chance of success. Before you pick up the phone, collect any relevant data you have. Use this to back up your points and persuade the decision maker to take action.
Giving specific examples of the benefits your products and services can offer will help the company you’ve contacted understand how they could be relevant to them. The brief research you do as you dial should give you a useful base to start from. You can then use your opening question to learn more about the business and their specific needs. If you have the opportunity, describe to the person you’re speaking to how you can meet these needs and make their business more successful in the process.
Use their input
Whenever the person you’re speaking to contributes to the conversation, make sure you listen to what they’re saying. If it’s relevant, adjust the angle of your dialogue to address their concerns, objections, or queries. Involving them in the call in this way will help to create a genuine dialogue. It should also help them to see how your products or services could relate to them and demonstrate that your company is one that takes customer service seriously.
To learn more about simple, but effective telemarketing techniques, contact a member of our expert team or explore our site.