Do you know what your average closing rate is over the phone? Chances are, there is room to improve it, and I can't think of an easier or more effective way for you to increase sales and add new customers.

Having a prospect on the phone is a very crucial step for any business. Whether you are doing an outbound campaign or whether the prospect has picked up the phone to call you, there are four steps that will help you get make a positive impact and close more sales.

Step 1 - You Only Have One Chance to Make a Good First Impression.

Common phone courtesy is essential when speaking with a prospective customer over the phone, and it can be easily overlooked. The most important points to remember are to always be prompt and have a friendly, helpful attitude. 

Don't keep customers on hold longer than 10 seconds. If a long hold time is required, be sure to refresh the call frequently. Convey a smile in your voice, speak slowly and clearly, and use polite language when you're speaking over the phone.

Step 2 - Collect Customer Information. 

Getting the first name of the person you are speaking with makes them feel valued and helps you make a personal connection. It is even more beneficial, however, to get their contact number and email address. 

Most people are happy to give this to you if asked in the right way, and you will have a much higher close rate if you have a good method to follow up after the call. A simple "thank you for your time today" email can go a long way with a prospect, and be sure you are including them on company emails and drip sequences.

Step 3 - Build Value and Overcome Objections. 

The best way to build value over the phone is to ask great questions. The more information you collect, the more you can address specific needs and present solutions. Once you understand the customer's need, you should assume the sale. Answer additional questions they may have, and then ask for their business. If they say no, find out what their objections are.

For example, if they want to shop around for a better price, find a way to show how your product's value exceeds the cost. You also want to let them know what separates you from your competition, and tell them about any guarantees you may have.

Step 4 - Establish Next Steps. 

Once you've closed the sale, all that's left to do is establish next steps. This could be recapping their order, sending them an agreement, or relaying delivery or pickup instructions. If the transaction requires a follow up appointment, take the time to set that up for them while on the phone. 

End the call by thanking them for their business and let them know they can get ahold of you should any questions come up. Demonstrate your commitment to their satisfaction and your willingness to help, and you may have just landed a customer for life.

Grow your business with professional telemarketing campaigns. Contact us to learn how we can help you achieve your Q2 sales goals. Call us at 866-205-2268 or info@walkingfingerstelemarketing.com.

Voicemail is all too common in the world of phone sales. As a salesperson, you expect a percentage of calls will be met with a recorded message, but don't view them as a missed opportunities. Voicemail can be a powerful selling tool. Use it to get more callbacks, and instantly you'll see sales go up.

The best salespeople use voicemail to get screened "in" with their prospects and to presell the customer before even speaking with them. The key is to be prepared, communicate a compelling benefit, and include a contingency statement. With a little effort and determination you can make your phone ring. Here's how:

Be Prepared.

Expect that you'll hear a voice recording when you call, so you'll know ahead of time what you will say. People will base their perception of you based on how you sound even more so than on what you say. If you're caught off guard it will show. Instead of blundering through it, hang up and call back when you're ready.

Communicate Results. 

Refrain from talking about your products or services as much as possible in your message. Even with voicemail, people only care about one thing: what's in it for them. Communicate the benefits of speaking with you based on the results you can get or your ideas on how to get them where they want to be. Above all, people want results. Results are what you want to communicate in 30 seconds or less.

Results Are Contingent On Speaking With You. 

When leaving a voicemail, your goal is to pique their curiosity enough so they call you back. To help encourage this, make sure it's clear the results are contingent on speaking with you. For example, let them know you have a few questions you would like to ask to determine their potential cost savings. 

Before you hang up, let them know specifically if you will be calling them back or the best time to reach you. Your phone number should be the last thing they hear, and be sure you give it clearly and slowly.

Follow Up. 

Using these techniques will likely get you more callbacks, but don't sit around waiting for the phone to ring. Have a scheduled follow-up plan in place so you're reaching out every week or so. If you get their voicemail again, stick to the plan. Benefits trump features, and results outweigh solutions. Make your offer so compelling they can't wait to call you back.

Contact us to learn how to increase sales with effective telemarketing strategies. Call us at 866-205-2268 or info@walkingfingerstelemarketing.com.