How to attract customers by phone
Use the Left-attraction model. "Battle talkers" of the telemarketing group carry out a dynamic "chys" of the database. Provide the operator with a plan for calls 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. A professional cameraman has almost no refusals with a break in the conversation. The cameramen carry out updating of contacts, and also find out information on the format of the client and his needs. Thus. the manager for further development is given well-prepared contacts of really interested potential consumers. 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 great 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 time of "cold" attraction, record all the "input" information about the potential client: the format; specialization; development plans. In the future, this will save time to work with less prospective consumers.