Hello Prospective Client, Can You Hear Me?

How to be better at telephone prospecting.

Telephone prospecting used to be a sales tool – one that involved cold calls and strategic time usage. Now, telephone prospecting is becoming a more consumer-friendly way of reaching out to current and potential customers. This means that your clients are more likely to actually pick up the phone and engage in a conversation with you. As a result, the quality of lead generation has improved significantly.

We have been doing this for a while, and we are pretty good at it. Here are some ideas that might help you:

1) Don’t call unless you’re going to say something that will move the prospect forward.

2) Make sure you have a clear understanding of what you want from the call, and if it doesn’t happen, don’t be afraid to end the call.

3) Don’t try and sell them on your product or service, just get them interested in talking with you about it.

4) Don’t be afraid to ask for the sale.

5) Don’t forget that you are selling them on working with your company, not just selling a product or service.

6) Know who you’re talking to, and how they like to be sold.

7) Listen!  Listening is the most important thing you can do on a call. You’ll get so much more information and can relate to them on a more personal level.

8) Don’t forget that you are still in control of the conversation, not the prospect.  If they aren’t interested in moving forward, thank them for their time, and move on to the next call.

9) Make sure you have a good reason why your prospect should work with you.  It can’t just be because you’re the best.  You have to prove it with a reason that is relevant to your prospect’s business.

11) Make sure you are talking about things they care about.  If they aren’t interested in what you are saying, then there is no point in continuing the conversation.

Telemarketing is a skill. Like any kind of communication, it takes time and effort to become good at it. You don’t want your potential clients to hear the same cheesy spiel you give everyone. You want them to feel special and valued. The formula for success isn’t complex: Focus on the customer, ask questions, identify needs, and then give more solutions than you receive. It all begins with a phone call.

Telemarketing doesn’t have to be a difficult, intimidating process. Take the measures listed above to stand out in a positive way and you’ll quickly find that your prospects will welcome your call, as well as become an interested buyer.