1. Strategize Before Calling
First and foremost, decide on the markets you want to target. Evaluate different factors such as the competition, your USP (if any) with respect to your competitor, the need for the service you’re offering, and the market conditions. Monitor active groups on social networking sites to learn about consumer behavior and to build a target list. Create a script with an interest-generating intro, thought-provoking questions, and a sales hook.
2. Train Agents to Identify Buyer Issues
Sticking to a particular provider doesn’t mean the customer is happy with their services. There are times when people have to bear with poor service levels due to a lack of alternatives. It is, therefore, important that you train your agents to work on their questioning techniques centered around the USPs you bring to the table or issues that exist in the market. Taking up such issues can help create a need for your service, thereby enabling you to get the most out of your Canadian residential sales lead or any other local database you’re using at the time.
3. Work out Techniques to Get Past the Gatekeeper
A gatekeeper such as the decision-maker’s secretary or receptionist will try their best to block your calls, thereby preventing your agents from getting in touch with the decision-maker. To get past the gatekeeper, train your callers to sound authoritative to ensure they are in the commanding position throughout the conversation. They should avoid disclosing important details while ensuring they spend as little time as possible engaging the gatekeeper (remember they’re not the decision-maker).
4. Build Rapport with the Decision-makers
Your agents sounding like cold callers is the last thing you’d want, as it can turn off the decision-maker. Instead, train them to develop an empathizing tone. Additionally, your callers must be capable of picking up words and phrases used by the person and adjust their tone according to that of the decision-makers to create an instant rapport with them.
5. Train Callers on Smart Questioning Techniques
Get started with a set questionnaire and include it in your script. That said, your agents should have the presence of mind to mold their questions according to the customer’s conditions. A conventional sales pitch won’t work in most cases, and the customer is most likely to hang up once your agent starts trying to oversell. Additionally, your callers should not hurry through the proceedings and need to take short pauses between the prospect replying and they asking the next question. The answers should be short and to the point in case the decision-maker has any queries.
6. Focus on Handling Objections
Instances of customers raising objections over the call are not rare, and your agents must be ready to handle such situations. Empathizing with the prospect and showing them the value proposition you’re offering will help you build rapport with them. If the prospect says they’re not interested in talking, your agents must ask them courteously the correct time to talk to them. If the decision-maker objects to the price of the offering, the caller must seek permission to enumerate the USPs of the product/service to justify the high rates.
7. Follow-up
Make sure your agents follow up on past calls and provide information and relevant data (if requested) in time without failure. Keep the prospect updated about your activities relevant to their needs. Additionally, ensure your agents call back on the date and day they said they’d be calling back the last time they had a conversation with the prospect.
The Way Forward
Using a telemarketing list is one of the most effective ways to convert cold residential sales leads in Canada and elsewhere to warm ones. Make sure you buy business and residential lists from a reputable provider to get the most out of your telecalling list. TelephoneLists.biz offers phone lists for sale. Over the years, we have earned the trust of thousands of clients including some of the most prominent names in their industry such as Mitsubishi, Wells Fargo, and DIRECTV. Call us today at 800-713-8353 to get a custom list or leave a message on our message board and someone from our sales team will get back to you shortly.
