Boosting your sales: the 4 keys to successful teleprospecting
They say that nothing worth doing is easy. Like every successful business, we’ve had our bumps in the road. But we wouldn’t change a thing. Why? Because throughout our journey we’ve honed our skills and put our services to the test in the real world, so our clients can benefit from our years of experience.
In the era of social media, talking about teleprospecting or cold calling may sound somewhat empirical.
You may remember yourself receiving phone calls from offshore call centres with salespeople reeling their script off to push you to buy something you absolutely do not need. Please do not worry, away from this stale cliché, cold calling can prove a truly rewarding exchange and allow you to keep a warm and individualized contact with your market. So, how to make your teleprospecting projects successful? Let us show you how easy it can get and provide you with 4 keys to handling it well.
🗝️ Analysis: the foundations of cold calling
You do not get into a cold-calling campaign without thorough preparation. To be able to distinguish between the different phases of teleprospecting, start by identifying the times, places and actors involved. Any teleprospecting action must be preceded by an analysis of the outcomes of the project, so its target can be clearly defined: is it all about establishing contact with clients, increasing notoriety, interacting or converting? Answering the preliminary questions will allow you to select the most suitable form for your action as there actually exist many:
o filling in or keeping accurate sales files, doing a survey,
o making an appointment
o offering a new service or product
o suggesting additional sales
Understanding your market also requires being aware of its segmentation, the targeting of your action and the positioning of your offer. This preliminary work will enable you to analyse the different categories of contact people and get ready to call them!
🗝️🗝️ Planning: the structure of teleprospecting
Once your self-diagnosis has been performed and you can structure and organize your cold calling, preparation is at least as important. We are here talking about psychological, technical and material preparation. It is based on 3 types of abilities:
o your personal abilities: your ambition, your motivation, social need, empathy, and all the positiveness which is going to come across during your call,
o your technical abilities: your expertise, as you are certainly an expert in your field of activity and in sales technology,
o your sharing abilities: how you will share your knowledge.
To help you to do so, we strongly advise that you prepare your interview script beforehand and make sure it relies on the AIDA model (for Awareness, Interest, Desire, Action). Keep in mind that you will follow it word for word, call after call. Consider resorting to story-telling techniques mostly (stories or anecdotes) for a catchier pitch!
Likewise, you will surely want to prepare your objection-handling template to be able to react to your potential clients’ expectations, remarks and criticism fast enough. You will thus manage to get through the traditional receptionist screening or even get over the commonly heard “I don’t have time! – I’m not interested! – Send me an email!”
Set yourself personal targets hour to hour and spice up your labour.
And then, sit down comfortably in a quiet place. Take a deep breath! Relax! This is no slave labour! Just tell yourself that you are about to start playing Monopoly and hit the jackpot! And if several of you are attempting to do cold calling at the same time, why not make it a friendly competition among yourselves, possibly leading to personal rewards or even bonuses? Yippee! At the end of the day, teleprospecting is rather a fun game to play and the more you play, the more you win… So now’s the time to get into it!
🗝️🗝️🗝️ Action: the core of teleprospecting
Never forget the rule of the first few seconds, as your contact will put a label on you in the blink of an eye. Be professional from the outset! To do so, we recommend that you use the 4C method:
o Clarify who you are by giving your full name (no need to use a pseudonym – no John or Jane Doe) and make sure you are talking to the intended person
o Collect as much information about your potential client as you need – that is what takes longest
o Convince – i.e. deliver your sales pitch while taking care of addressing objections – Never lose track of t target of your call
o Conclude the call by reminding the agreed points and thanking the potential client
Follow-up: the ‘raison d'être’ of teleprospecting
Teleprospecting does not end when you hang up the phone.
The assessment phase looking back on your performance is too often overlooked but it gives you the tools and tricks to check the match between the form, the content and the impact. You will thus consider recording the number of calls made and working out your interaction success rate and your conversion success rate. You will see that the quality of your speech directly impacts the outcome of your calls. If you are smiling on the phone, if you come across as relaxed and professional at once, you will never be faced with unpleasant hosts. Bear in mind that you are never disturbing anyone: you are simply delivering valuable information to the person called.
And if during the call you committed yourself to sending documentation, making an offer, going there for a presentation or simply calling back later, keep your promises! If you fail to do so, how do you expect your potential clients to trust you?
🔐The fifth key, or ‘EVAbonus’:
the little extra that will make the difference
As you can see, teleprospecting is an easy game to play, accessible to all. Not covinced yet? To make teleprospecting part of your company’s strategy, join our next ‘Make your phone teleprospecting successful’ training session and learn how to enjoy strengthening the links with your clients by phone, and boost your business in the process.
What's your project?
For a direct answer, feel free to contact us by phone on +352 661 643 700,
by e-mail at email@example.com or fill in the form below
and we will build together your training programme.