Do You Make the Most of Open-ended Questions?

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There are few things that will shut down a conversation early on than asking a question with a yes or no answer. For example, if you’re trying to sell golf shoes over the phone, you may be tempted to ask ‘Do you need a new pair of golf shoes?’. But what happens if that person responds with a yes or a ‘no’? Instead, try using open-ended questions.

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Do you use open-ended questions?

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By using open-ended questions in your telephone conversations, especially in business, you can start to find new ways to make an impact. Try being a bit more indirect. Nobody likes being given the ‘hard sell’, but by using open-ended questioning, you can actually make the person on the phone start to ask questions of themselves. Things like ‘You know, maybe I do need some new golf shoes’. Try to be as clever as possible with your questions while being friendly and informative. Don’t act like you want the person to buy your product or service, just lead them in a way that makes them want to do that on their own. That’s the power of open-ended questions

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Put A Smile On Your Face When You’re Cold Calling

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It’s easy to make the assumption that just because you’re speaking over the telephone, your mannerisms don’t make a difference. But actually, quite the reverse is true. Regardless of what your aims are in a phone conversation, actually if you put a smile on your face when you talk is an excellent way of creating a comfortable, friendly atmosphere.

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Have a smile on your face when you're cold calling

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You could also stand up and move around a bit: it’ll really improves your phone technique. And if you don’t believe it, try it out! The next time you’re on the phone, see what a difference it makes when you smile compared to when you frown. You really can hear the difference – and so can the person on the other end of the phone.  A smile goes a long way in person and a long way on the phone too. By smiling your way through a cold call, you’ll be giving yourself the best chance of making a sale, catching a new client, or generally making a positive impression. So next time you’re cold calling, don’t forget to smile while you dial! 

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The Value of Empathy on the Phone

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Do You Show Empathy On The Phone?

How good are your empathy skills? Being able to put yourself in the shoes of the person on the other end of the phone is a real talent, and it’s one that can give your business a real boost. In the context of either customer service or lead generation, being empathetic helps in many ways: it makes the other person feel comfortable, feel listened-to, and be more likely to make the right decision. This is especially true when you’re presenting a business idea, or sales pitch, to a potential client over the phone.

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Do you show empathy on the phone?

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There’s nothing worse than feeling like you’re talking to a ‘machine’, and being dynamic and responsive to the other person’s beliefs, opinions, and attitudes is a solid way of making a real human connection. After that, sales and good customer service are just a conversation away.
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Are You Prepared?

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Is Failing to Prepare Actually Preparing to Fail?

In many aspects of life we’re taught that being prepared is vital – and for good reason. What happens if a customer or prospect calls and asks a question that your staff simply can’t answer? Simple – that customer takes their business elsewhere.

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Are you prepared?

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 By actively being prepared for any outcome or question, you can arm your business against the trickiest of phone calls, or customers. One way to do this is to ensure that your training is right up to date. Fully trained employees who know every in and out of your business can be one of the most powerful business tools. By failing to train them properly – or by not hiring a company that prides itself on telephone training – you’re inviting a situation which could leave your company’s reputation damaged. Don’t take the risk: always be prepared to handle any business situation that may present itself – then reap the benefits.

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Have you discovered the benefits of B2B Telemarketing?

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  • Its an excellent way to get your company’s name into the minds of other businesses that may need your services.
  • Target your audience, communicate directly with your potential customers and decision makers selling your features, benefits and USP’s (Unique Selling Points) - enjoy a ‘candid audience’.
  • Create brand awareness which will naturally increase your bottom line.
  • Benefit from a higher number of qualified leads
  • More direct enquiries
  • Better Relationships with the businesses you contact daily (customer care)

These facts alone make it one of the most flexible solutions for promoting your company to other like-minded businesses – and making the sales that will make you a success !  If you’ve never considered it before for one reason or another, now might be the time to give it a go.