Direct Marketing - Telesales Cold Calling Tips
Saturday, November 23, 2013
Those involved in telesales employ many strategies to improve their cold calling techniques. The key is having your sales presentation outlined in advance. You may need to tailor your presentation to deal with different personality types, as well as varying your approach when dealing with business clients versus consumers. Whatever the case, it is best to ask many questions to get a general feel for what prospects actually want.
Use Phone Scripts
It is advantageous to use phone scripts when making cold calls. Start your phone script with an introduction that attracts the interest of your prospect. For example, you may tell her about several product specials right from the start. You may tell a business client about a new service that can help solve a particular problem. Your phone script is essentially your presentation. It provides you with reference points, should you lose your train of thought. It also allows you to discuss the features and benefits of products, and ask questions in a logical format.
Qualify Your Leads
Most telesales professionals use phone leads to call their prospects. These leads may contain little information other than the person's name and phone number. That means you need to determine if she is a viable candidate for your product or service. One way to qualify a prospect is to ask her if she's ever purchased the type of product or service you are offering. If she says yes, you at least know she has spent money in the past on similar products. The next step may be finding out if she has a current need for your products. Money is often the best qualifier. If a person cannot afford your products, it may be best to politely thank her and hang up.
Know Key Objections
Learning key objections usually comes with experience. Talk to experienced cold callers in your company to find out what objections they typically encounter, and how they answer them. Make a list of these objections and responses, and have them available when you make your calls. People can object to your price, or they may already have a distributor. Whatever the case, find out why they are rejecting your offer. Learn how to counter objections with key benefits of your products. The best way to handle an objection is to bring it up first, according to sales experts at Chanimal Marketing. For example, "I know our blades are more expensive than competitive products, but they typically last longer. Therefore, you won't need as many during the year."
Closing
Close your prospects after overcoming all of their objections. Start your close by having the prospect agree with certain statements. For example, you may say, "I have shown you how our products actually cost less, correct?" Continue stating what you have told her and try to make the sale. Overcome any new objections and attempt to close your prospect again. For example, "If you don't have any more questions, which credit card would you like to use for today's purchase?" You may find yourself closing multiple times. The key is not to give up.
Tags:
Direct Marketing, Marketing
Use Phone Scripts
It is advantageous to use phone scripts when making cold calls. Start your phone script with an introduction that attracts the interest of your prospect. For example, you may tell her about several product specials right from the start. You may tell a business client about a new service that can help solve a particular problem. Your phone script is essentially your presentation. It provides you with reference points, should you lose your train of thought. It also allows you to discuss the features and benefits of products, and ask questions in a logical format.
Qualify Your Leads
Most telesales professionals use phone leads to call their prospects. These leads may contain little information other than the person's name and phone number. That means you need to determine if she is a viable candidate for your product or service. One way to qualify a prospect is to ask her if she's ever purchased the type of product or service you are offering. If she says yes, you at least know she has spent money in the past on similar products. The next step may be finding out if she has a current need for your products. Money is often the best qualifier. If a person cannot afford your products, it may be best to politely thank her and hang up.
Know Key Objections
Learning key objections usually comes with experience. Talk to experienced cold callers in your company to find out what objections they typically encounter, and how they answer them. Make a list of these objections and responses, and have them available when you make your calls. People can object to your price, or they may already have a distributor. Whatever the case, find out why they are rejecting your offer. Learn how to counter objections with key benefits of your products. The best way to handle an objection is to bring it up first, according to sales experts at Chanimal Marketing. For example, "I know our blades are more expensive than competitive products, but they typically last longer. Therefore, you won't need as many during the year."
Closing
Close your prospects after overcoming all of their objections. Start your close by having the prospect agree with certain statements. For example, you may say, "I have shown you how our products actually cost less, correct?" Continue stating what you have told her and try to make the sale. Overcome any new objections and attempt to close your prospect again. For example, "If you don't have any more questions, which credit card would you like to use for today's purchase?" You may find yourself closing multiple times. The key is not to give up.
