- Step 1
Do your research before calling
Start off with a brief introduction. The introduction should consist of a short greeting. Anything else would be too much information. Be committed to starting off your call on a strong note. Your introduction should start off as, “Hello. May I speak with Mr Phonesmith please?” Smile as you introduce yourself! Many people usually have someone who screens phone calls for them. However, smiling will ease the tension a little.
- Step 2
Who are you?
Explain who you are and what company you represent. You can also give a very brief short story about your business, but don’t push it. An example of this is, “My name is Roderick and I represent Phonesmith . We are committed to coaching people to be more effective on the phone and promoting your brand satisfaction.” This should be the extent of the short story. Try to incorporate the business slogan as your short story.
- Step 3
Briefly highlight the features and benefits of your product or service.
This is the meat and bones of the sales call. The purpose here is to get customers so excited about the product that they will want to immediately buy from you. Your calling script must include an offer they can’t refuse. Concentrate on pointing out at least 3 benefits to them personally or corporately, don’t get hooked up on features they really don’t care. Think of examples that relate to your business as part of the preparation – don’t bullshit. Make good use of descriptive and colourful words. If they are interested, they will want to know more about the product. The key here is to keep the telephone conversation not only compelling, but short honest and to the point.
- Step 4
Close with a sincere, authoritative tone.
The reason why you’re calling the person is to ask for a sale or an appointment to make a sale. It makes no sense to call someone and not ask for the sale or an appointment. An example of this is, “With this in mind Mr. Smith , let’s get your order today/can we put a date in the diary?”
After you ask for the sale, keep quiet and allow the customer to input their answer. The person who speaks first during this phase of the cold call is usually the loser. Make sure to listen very closely to what they tell you. It will either be, yes they want the product, or an explanation to why they don’t want the product.
- Step 5
In case of an objection,and there will be many
Try offering another product/alternative date/time and then pause.
If you have but one product/service, listen to see what the objection is and respond accordingly. For example, let’s say the customer said no because they already have one. You can respond by saying, “Mr Smith, allow me to point out that this widget is expandable which allows you to use it as a back up to the one you already have, and it comes with a money back guarantee which allows you to try it. If you feel the product isn’t useful, simply return it and get your money back. With this in mind, let’s get you started today.” Most of your sales will come after a good comeback, so make sure that it’s good and build options into your call map
At Phonesmith we offer a range of support from
- On line generic call maps that you can buy and personalise
- Industry specific ones that we have use for clients and know that they work or
- Bespoke solutions that will involve a half day of research with you by phone.
More details And costs can be found by going here.