One of the biggest challenges in sales is getting a prospect talking. Once you’ve started a conversation, it’s easy to make your pitch, get your message across and begin to develop a relationship. However, if the prospect won’t engage with you, your chances of a successful call will be all but gone. Though this is an important part of sales, a lot of people are still baffled by how to get prospects talking. While some people may be held back by fear or nerves, others may simply lack the communication skills needed to break down barriers and make meaningful connections.
One of the most important moments of any call, is the second between getting past the gatekeeper and waiting for the decision maker to pick up the phone. In this moment, when you’re taking a deep breath and are poised to make your pitch, the success or failure of your call is often determined. If the next few seconds go well, you’ll be able to glide effortlessly into your call and connect with the prospect you’re speaking to. If you make a mistake however, you could end up fluffing your pitch, making the call awkward or even crashing out altogether.
To ensure disasters like this don’t happen, we’ve developed a range of techniques to guarantee a great first impression every time. Keep reading to find out more.
Quick and basic opening
Make your opening introduction as quick and as straightforward as possible. Introduce yourself, say which company you’re calling from and the reason for your call. The sooner you can get this bit over and done with, the sooner you can ask your opening questions and get the prospect engaged with the call.
Ask an open question
An open question is a question that can’t be answered with either a ‘yes’ or a ‘no’. Try to make the question relevant to your call, so you can glean an insight from the answer. Avoid generic questions, like ‘how are you?’, as these are not relevant and won’t further your call.
Be interested and be interesting
If you want to get a prospect talking, you have to show that you’re really interested in what they’re saying. Listen to their answers, probe relevant details, and show how your product, or service, aligns with their needs. Rather than listing off the benefits of your products and services all at once, prioritise the information you give according to your prospect’s particular requirements, preferences or business.
Though your call should always be professional and on point, as a skilled telemarketer you should also be able to inject an element of fun into the conversation. If you’re confident and a good communicator, then this sense of fun will automatically enter your call as most people get a lot of enjoyment from doing a job they’re good at. The more success you have, the more you will enjoy yourself, and the more your enthusiasm will be communicated to the person you’re talking to.
At Blue Donkey, we’re always looking for ways to improve our techniques and our success rate to ensure our telemarketers are as happy, confident, and successful as possible. To find out more, or to learn how we can help boost the success of your telemarketing team, get in touch with us today.