How to attract customers by phone
Use the Left-model of attraction. Telemarketers ’’ War Talkers ’carry out a dynamic database database. Give the operator a call plan per hour; check the quality of the initial calls; fix the stages of the sales funnel. Pay special attention to the collection of information on possible objections. With a professional cameraman, there is almost no failure with a break in conversation. TV operators carry out the actualization of contacts, as well as find out information on the format of the client and his needs. So The further development manager is handed over to well-prepared contacts of really interested potential customers. And the final “exhaust” in the form of orders depends primarily on the professionalism of the sales manager.
Use top-engagement model. In addition to the primary call and ascertain the contacts, the operator conducts primary negotiations, initiates the sale, meticulously revealing the future intentions of the potential customer. In fact the operator is already collecting parameters first trial order emerging client and also collects information on the possible scope of future work with the new consumer.
Pre-format the "cold" database. For example, collect contacts, companies not only need specialization, but with a specified parameter, for example, the "number of employees". Large holdings, the network of the company can directly be transferred to the corporate Department (the so-called "full-length" sales).
Pay a lot of attention when working with managers, as they often “fall asleep”, reaching the stage of working out the client’s doubts.
Learn techniques for identifying the "needs" of the potential customer. Often managers make the mistake of immediately turning to the stage "presentations of commercial offers," and spending their time, and causing negative unprofessional.
Important – presence in sales, client CRM system. CRM — literally "the System of relationships with customers", which recorded all incoming information about the user and reflects the "Plan of action". But you can capture all the information in a normal Excel file, so as not to waste time.
At the moment of “cold” attraction, record all the “input” information about the potential client: format; specialization; development plans. In the future, this will save time on working with less promising consumers.