Market research on the most effective sales channel has been going on for several decades. Back in the late 70s of the 20th century, marketers came to the conclusion that selling any product without intermediaries is much more profitable and efficient, since it does not require additional costs. The tool for such a sale was the telephone (as one of the most dynamically developing means of communication).
Telephone sales. Key Features
Telephone sales (or telemarketing) directly connect the seller and the buyer. However, this process has a lot of features, since the interlocutors do not contact personally, but by telephone, which leaves a special imprint on communication. Interrupting a call is easy enough, therefore, in the process of such a transaction, the ability to interest an interlocutor plays a key role. As a result of numerous studies, it was concluded that telephone sales will be effective if it was possible to establish a relationship with the client during the first 45 seconds of the conversation.
Cold Calling Technique
This is a call to strangers in order to sell their goods, services. This is at the same time one of the most effective ways of selling, but at the same time the most difficult, since the seller’s personality, his charisma, and verbal skills play a decisive role.
Successful sale
What is necessary in order to sell your product to the maximum number of people during cold calling ?
1. The choice of target audience. This is the main stage of preparation for the upcoming call. If you sell massagers for back, then select to call people near retirement and retirement age. When selling a business idea, it is logical to ring up potential investors, etc.
2. The identity of the seller. As already noted, telephone sales are particularly dependent on how quickly the seller can interest a potential buyer. How eloquent he is, acquainted with the characteristics of the goods, I am convinced that the products are extremely necessary for the buyer. An important nuance is a smile during the conversation. Despite the fact that the buyer does not see it, the intonation in the voice conveys the mood and is able to win over the interlocutor.
3. Purpose. Telephone sales are often ineffective just because the seller initially did not set a specific goal. And it, as a rule, is the appointment of a meeting.
Telephone sales: scenario
If this is your first encounter with telephone sales, then the simplest scenario of such a conversation will be useful:
1. Greet the interlocutor, introduce yourself.
2. Introduce the company on whose behalf the sale is made.
3. Identify the purpose of the call and summarize the benefits of the proposed product / service.
4. Make an appointment to discuss the details of the transaction.
Such a universal scenario is usually enough for an effective sale.
Call centers
If the target audience is large and you do not have personnel with knowledge of sales technology, then this task can be assigned to special firms (call centers) involved in telemarketing. They have experienced staff trained by business coaches and psychologists. It is enough to inform about the characteristics of your product / service and agree on the desired report form by the company.