Converting a cold call into a sale is difficult. Many people have negative attitudes towards telemarketers and it can be an uphill battle as soon as you dial that number off your telemarketing lead list. It is a winnable battle, however.
Everything from how you greet your potential customer to when you say good-bye can make or break a sale. Here are some tips from telemarketing pros on how to refine your pitch to get you more “yes please” instead of “no thank you”
Get Comfortable On The Phone
Nobody likes an awkward phone conversation. Excellent phone presence is key when selling. Here are a few phone skills you should be practicing.
Be excited to discuss not only the product or service you are selling, but how you will be able to help your customer with their problems and pain points. Your customer will only be as excited as the person they are talking to. Ramp up the energy and be eager to provide the solution your customer has been longing for.
Stay positive by sprinkling words like splendid, excellent, immediately and other cheerfully positive vocabulary into your pitch. This helps get people excited.
Never underestimate the importance of listening. If a customer feels heard they are more likely to convert. Don’t interrupt the caller and respond to show you are listening. Still, remember to guide the conversation, but allow the customer to give you the information you can use to close the deal.
If you aren’t a fan of your product or service, how do you expect anyone else to be? People can sense
Confidence is key. It may take some time and practice building confidence, confidence in yourself and confidence in your product. Be not only an expert on what you are selling, but the problems it solves. Don’t put too much pressure to sell everything to everyone. Honesty goes a long way for people, if you don’t think your product or service is a good fit for them let them know and give them opportunities for other solutions. Being an authority will lead the customer to trust your judgement.
– Start with a Joke
Humor helps put people at ease, and a simple joke can break the ice allowing you to build rapport with the customer on the other end. This can help you segue into the sales part of your call a little smoother.
Work On Your Best Phone Voice
Deliver your message with a smile. It may sound weird for phone sales, but smiling changes the tone of your voice. Customers can easily pick up on that on the other end of the line and can help put them at ease.
Pay attention to your pace, tone and clarity. The same message can be conveyed very differently depending on these variables.
Do not rush right into your pitch, allow people to adjust to your voice. During your pitch allow space for questions and time for the customer to process what you are saying.
Tone is everything over the phone, avoid sounding apologetic or too aggressive. Remain interested and calm, remember you are an authority offering a solution to their problems.
Clarity, emphasizing the wrong word in a sentence can change its meaning entirely. When you practice your pitch, pay attention not only to the words you are going to say, but how you say them as well.
Know What You Are Going To Say
Never wing a sales call. Even if you have a script, going in unprepared will show and lose you the sale. Here are some ways you can go in prepared.
- Define Your Purpose: Know why you are making the phone call. It may seem silly, but reminding yourself why you are making the call and what your goals are will help you stay on point.
- Prepare Your Questions: What questions do you want to ask your customer? Have responses for multiple types of answers not just the answers you want to hear. Make a list of potential questions your customer will have so you can be prepared to answer them.
- Imagine The Person On the Other End: Remember you are talking to a real person on the other end. Put a face to the voice and it will help remind you of that.
Know When To Stick To The Script
Scripts are incredibly helpful for sales
If you find that certain parts are clunky or you are losing the attention of customers, it is okay to edit. Avoid cheesy phrases and
Have responses prepared for common occurrence like catching a caller at a bad time. Ask them for thirty seconds to mention why you are calling and ask if there is a good time to call them back. You are more likely to throw the caller off and keep them on the phone longer.
Have Good Timing
Use past data to find the best time to call for you. Avoid calling too early or too late in the day as people are getting ready or winding down for the day.
For B2B calls, avoid calling during lunch or right when people are getting in or leaving. As time goes, on you will find out which time converts the most sales.
Make going through your call lists a less arduous task. Taking these steps can help turn lackluster call center teams into telemarketing sales sharks.
Use A Good Telemarketing Lead List
A good telemarketing lead list is essential to any telemarketing campaign. Make sure you are getting your list from a reputable broker with verified, opt-in leads from people interested in hearing about your products or services.