Working with an Uninterested Prospect
Whenever you speak with a prospect who isn't interested in your product or service, find out what you could do in order to boost their interest level. If the individual doesn't have any suggestions, focus on another topic.
At this point during the call, you should talk about the prospect's key role and job responsibilities. What challenges are they wanting to overcome and what is it they would like to take completely off their plate? Explain the ways your product or service can help them accomplish either or both of those goals.
Time Management Procedures
If a prospect tells you that he or she doesn't have time to listen to your sales presentation, figure out why. Ask the individual if time is the main issue or if your product or service isn't a top priority. If the prospect answers no to both questions, ask additional questions to determine why and address it.
Occasionally, you will get the response, "is this a sales call?" It's one of the least appreciated responses a telemarketer can receive, but there is an effective way to respond to it. When asked, "is this a sales call?" simply respond by saying: "No, the reason for my call is to introduce myself..."
How to Talk to Someone Who Already Uses Other Services
If a prospect is using one of your competitors, you may be tempted to hang up and move on, but I recommend that you not give up that easily. NewVoiceMedia conducted a customer service research study where they found 89% of customers reported they had switched suppliers at least once or twice within the last year.
To influence this sale in your direction, first find out why their business relationship with your competitor works well for them. At that point you can begin asking questions to get the prospect thinking about where the current provider may not be meeting expectations and what it might be like if they switched. This can be as simple as asking, "What would it look like if a company was doing an amazing job by your standards?"
The idea is to start building the relationship even though there is already a competitor in the picture. Remember, many prospects are looking to switch providers in a year or two, but they will rarely mention that to you on the phone. By building the relationship early, you give yourself the inside track for when they do switch. And you can create the impetus for making a switch happen now, not later.
If you need additional phone strategies, the team at Walking Fingers Telemarketing can help. Contact us and schedule an insightful consultation for our professional telemarketing services.
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