2B Appointment Setting Company Telecalling Tips That Increase Your Sales
Cold calling or telecalling is an age long marketing strategy. It has been used for many years to increase outreach and make sales. Although telecalling is not a new marketing technique, it was recently that companies started collecting data on results on this technique. Before now, there was not much information about the success or failure of telecalling. Telemarketers only knew that they “sometimes” made sales from their telecalling efforts.
With the advent of data collection, statistics showed that most telecalling efforts did not get the desired results. In this regard, studies were undertaken to ascertain why some telecalling measures were successful while most failed. Upon close examination of successful telecalling efforts, it was discovered that the successful ones did a number of things differently. Taking a cue from them, here are some telecalling tips that increases your sales.
Develop and Work With a Process
Although there is no perfect approach to telecalling or cold calling, it does not mean that you should just jump right into it. Start by developing a process that will guide your cold callers. Create a script that they can work with. The script should include possible responses to certain questions that a prospect may ask. Besides a script, also include other tools as part of the process.
The aim of developing a working process is to have a guide which cold callers can work with. They can still make changes to the guide to suit the target audience they are selling to. This guide should vary depending on what you are selling and to whom you are selling. The process for selling to a new prospect will definitely be different from when you are upselling to an existing customer.
Ensure To Work With the Right Data
The prospect or customer you are selling to is the focal point of telecalling. In this regard, every aspect of the telecalling should be tailored to suit them. Before developing the guide you will use, ensure that you are working with the right data. Crosscheck to see if the prospect or customer has not changed information like their phone numbers or any important information. Also, their information should also guide the development of the guide. Identify their interests, likes and dislikes. With this information, create or adjust telecalling guides so that your conversations will catch their attention.
Identify and Set Realistic Goals
This is not exactly news, but it is important that it is said. Telecalling is not a magical marketing effort that yield results everytime brands employ it. To this end, it is important to identify and set realistic targets. When setting targets or goals, remember that certain persons will not fancy a company calling them out of the blue. Also recognize that your telecallers can leave an impression on the prospect or customer even without calling. Do not limit telecalling to selling selected products. In simple terms, remember that “anything goes” in telecalling. It is not as simple as installing and match.
Allow the Prospect Lead the Conversation
No matter how much you try to fit into the shoes of a customer, you can never do it perfectly. Even when you are using the Paywall for Woocommerce plugin, you cannot know a prospect more than the prospect him/herself. This is why you should allow the prospect or customer to lead the conversation. Do not push them in a particular direction. Instead, allow them to dictate the pace and direction of the conversation. While it is important for telecaller to work with scripts, they should not limit themselves to the scripts. It is a cold call not an interview.
Be Sure To Ask For a Better Time To Call
One reason why telecallers have difficulty creating leads is because they read wrong meanings to certain situations. For the records, not every customer who says “I’m busyx is trying to avoid you or your call. Oftentimes, they are actually busy and will not be able to attend to a cold sales call. Instead of just hanging up or pestering them to give you “a couple of minutes”, why not ask for when you can call them back. This is also in line with you allowing them dictate the pace and direction of the debate. Allowing them set a time makes it better for you to sell as they will set a time that they will be able to listen to you.
Telecalling is not some magic sales or marketing trick. However, it can work magic for you if you apply the tips stated above. These tips emphasize that marketing is a buyer’s journey. Following these tips will enable you guide prospects and customers through their buying journey.