Today, I’m going to tell you the single best way to improve your closing rates: improve your prospecting. The better job you do at prospecting, the easier you will find the close to be.
One mistake some salespeople make is approaching prospecting with the goal of finding people who are ready to buy their product. The real goal of prospecting is to trigger enough interest to start a conversation.
Convince Them You're Worth Talking To
A person's natural instinct when telemarketing is to convince the potential lead that their product or service is worth buying. However, this is not your goal when prospecting.
Your goal is to create interest in speaking with you. Hold their attention long enough to generate interest in further discussion.
Don't Lie to People or Cut Corners
Being deceitful and using tricks isn't the right way to gain prospects. Remain truthful in all communications, and avoid any temptation to do otherwise. Avoid the urge to cut corners in prospecting, as well, as it may get you ahead in the short-term, but it will hurt you in the long run.
It takes approximately 7-9 touch points with a prospect before converting them. This number could be higher or lower depending on your industry.
What remains true for everyone is it takes more touch points with prospects than you think to earn their sale. You must be patient when reaching out to them. Give them time to communicate with you.
Complement Telemarketing with Other Powerful Marketing Techniques
You can improve your prospecting success in telemarketing by complementing it with other marketing strategies, such as email marketing. Ensure that the two are connected in a way that makes sense for your target audience.
Prospecting is the stage in which you spark someone's interest in hearing more from you. Perhaps you bring a problem to their attention that they want to solve. They'll want to hear more about your solutions to the problem, so they will continue the conversation.
The more interested the prospect is in speaking with you, the more interested they will be in working with you. Spend more of your efforts in improving the prospecting piece, and you will find the closing part becomes much easier.
Contact us to learn more about how we can help your company generate more leads and increase sales through telemarketing.