Cold Calling – 10 principles of how to call customers effectively
The term Cold Calling specifies a telephone contact with a potential customer who does not expect it and who has not dealt with your company before. It is an important element of marketing, especially in sales and service companies.
Unfortunately, telemarketing has turned into many, not always right, stereotypes. The attitude of the interlocutors is often negative and the contact is difficult. You should therefore become familiar with the rules of proper conduct of conversations with potential clients.
Approach the interlocutor individually
It does not matter how many tens of phones you do every day – each of your interlocutors wants to feel special. Remember this and be prepared to talk, doing a short research about the client. It will allow you to better understand it, predict its behavior and needs, lead the conversation so that it will benefit you.
Put yourself in the situation of the interlocutor
This is somewhat a development of the previous point. It requires both customer information and a bit of empathy. Try to understand the motivations of the interlocutor, his goals. Look for a possible compromise. If you only think about your goal, the interlocutor may treat you as a rival and will not be interested in the offer.
You have 3 minutes
Do not let the interlocutor understand that you have time. Do not drag conversations unnecessarily and do not let yourself digressions. You have dozens of calls to make, right? Let the conversation be relatively short and informative.
Listen
It is not just about getting data or listening to the client’s position. This point refers to the inner need of each person to be heard. So listen carefully and do not interrupt, perhaps thanks to this the attitude of the interlocutor will become more positive.
Do not be intrusive
Not every conversation will end with signing the contract, you have to accept it. Keep cool and moderate – the fact that you did not manage to get a client does not mean that you will never make contact with him again. Being intrusive can spoil the opinion of you and the entire company and eventually burn bridges between you and the interlocutor.
Learn to manipulate your tone of voice
A good telemarketer is one that has some acting abilities. As the interlocutor does not see your mimicry and gestures, you must send him a non-verbal message using the tone of the voice. It’s worth practicing to manipulate your voice or read articles about it. Your offer will seem more interesting if you present it with a “live” voice.
Play on emotions
Instead of just “dry” offer, talk about it! Show the caller that he is unique, different from dozens of offers he was presented to. Use emotionally marked vocabulary – but remember not to present. Too eccentric language can reject the client, so be professional.
Let this conversation not be the last one
Regardless of whether you have acquired a client or not, it is not worth definitely breaking the contact. On the contrary, make sure that the customer does not forget about you. One conversation may not be enough to build a good opinion, so try to arrange another one.
Practice in front of the mirror
And do not worry that you will look at it unkindly;) If you want to be a good marketer, you have to break through and form your style of presenting the offer. Exercises “dry” will allow you to work out certainty in your voice and find out what phrases sound good and which are not necessarily. Treat the bathroom mirror as a polygon before a real battle.
Take breaks
Fatigue in the voice is more noticeable than you would like. After a few hours of looking for information about clients and conversations with them, you can feel tired, which will translate into your voice, attitude, enthusiasm and, as a result, the effects of your work. Instead of forcing you to continue phone calls, take a break. Take a walk, eat lunch. And then come back to work with a fresh mind and a new dose of energy.
Marketing automation
Marketing automation, ie marketing automation, is marketing activities in which special software and tools are used to improve sales processes.
The essence of Marketing Automation is to deliver correct messages to the right person at the right time. The purpose of this is to stop the usual mailing and to stop sending advertising offers that customers are not interested in.
Customers are bored with the flood of e-mails sent.
To successfully implement Marketing Automation, you must be a holder of a smoothly running content marketing strategy.
Marketing automation features:
- analysis of the behavior of Internet users who visit a given website
- distribution of potential customers
- monitored e-mail recipient relations
Picture Credit: geralt