Telemarketing requires spontaneity, resourcefulness, and
confidence. A telemarketing list may consist of the some crucial leads but it
is nothing but a useless spreadsheet in the hands of an incompetent caller.
There is a lot more to telemarketing than just being persuasive, engaging and
cordial when you speak to a client. On that note, we present to you, three
telemarketing tips that are not all that commonly heard of, but if and when
used rightly, may help close deals with even the most hard-to-crack prospects.
When you’re a telemarketer, there are points for speaking
politely to clients. Gatekeepers such as secretaries and personal assistants of
high-end business prospects get so many telemarketing calls in a day that they
are in an ‘auto-reject’ mode. You may not even get a chance to finish your
sentence if you are too polite with secretaries or personal assistants. If, on
the other hand, you add a little more command to your voice and lead into the
conversation with something like ‘I’m looking to speak with…, thank you’ you
may end up speaking to the client. This ‘firm but polite’ way to go about
things actually increases your chances of getting the clients on the line.
Close-ended questions that may only be answered with a yes
or a no are not favorable for a telemarketer. Chances are, even if you’re
selling something, the prospect may be interested in answering your questions.
They might still simply turn it down with a firm no. For instance, if you ask
questions like “Would you be interested in hearing out investment options?” the
client may directly say no without even considering the benefits. As opposed to
this, you need to focus on asking open ended, conversational questions.
Examples include ‘What does your budget for this look like?’ and ‘How much
time, do you think you can devote to this?’
When we say short say closing, we mean, resorting to the
good old hit and trial method. Instead of waiting for the actual sales
pitch/telemarketing script to finish, you may take a moment to figure out how
the prospect perceives your attempt to sell your product. All you need to do
is, stop and ask something like ‘So, how is our product looking so far?’ or ‘Do
you see yourself using our services yet?’ If they respond positively, it
indicates you are heading the right direction and hopefully, towards a closed
sale. If not, you keep on trying to pursue them. Getting to know what’s on the
mind of a prospect is always a good thing.
So, those were three unique ways telemarketers may use to
close sales. Remember to imbibe them in an effective telemarketing script and
overall strategy for best results. Like, with all telemarketing operations,
good telemarketing strategies begin with good telemarketing leads.
