Times change fast. Are you keeping up with the most important tips and things to consider when selling over the phone? If you’re not sure, or if you’re looking for an improved way of approaching potential customers, check the list below.
1. Time is golden
Whether a potential client is calling you or you’re calling them, make sure you let them know how much you value their time and that they’re spending some of it on the present call. You can do so not only by telling them this but, better yet, by being as brief and consistent as possible. Have all the information ready, together with anything else you may need (additional data, contact information, etc.). Explain what you want to sell and why, and do it thoroughly in a way that it’s easy to understand, but without going into unnecessary details. Make the potential customer feel like they have invested their time wisely instead of having wasted it.
2. Everyone is different
This you probably know already: not everyone wants or needs the exact same product. And as such, you also probably know that you have to prepare the most customized offer possible according to the demographics. But don’t forget to tell the person on the other side of the line what said “customization” is: begin your call by saying why this particular product or service may be optimal for them.
3. Know your client
If you’re in a call with a person that is already your client (but your selling them a different product or service than the one they have) or that has been in previous contact with your company, you should simply know about it. In the same regard, your interaction with them and the possibilities of landing a sale will be a million times better if you know why they are or have contacted you, what they’re looking for specifically, where in the world they are, etc. A call tracking service like wildjar.com can really make the difference.
4. What the market needs
This is one of those rules that every seller and phone operator learns as soon as they start working in the industry: focus on what the market needs. But what specific tasks or focus points does this entail? First of all, check regularly on what the community or place where you are selling your products or services (be it a neighbourhood or the whole world) needs most right now that is related to what you sell. This will also result in finding your niche or certain groups of people who are more likely to get the item you’re promoting. Place your ads and make your calls with those groups in mind.
5. Make information available and give options
When you talk to a potential client, you may want to leave room for them to explore their options and then call them back, or have them call you back. In order to do that, it’s important that—as we are in the digital age—your website has all the information they may need, updated and clear. Additionally, when on the call and if applicable, explain how, even if you have selected an ideal product or service for them, there are other options they can choose from.