Use Your Phones to Your Advantage
By
Tele-Center, Inc
How valuable are your phones to your business? Every time your phone rings, or you grab the phone to make a call, it becomes a chance to market for your company and make a sale. When you think of the phone in this manner, your actions and attitudes towards calls will change. The phone becomes a powerful selling and marketing tool for your business. Some companies seek outside help by hiring call centers and telemarketing services. Using supplemental help is great, but you must also exercise good phone skills at your own site.
The following article will illustrate tips and methods to help make the most of your business calls.
Know the importance of every phone call Every phone call made and received has a price attached to it. Let your workers know the importance of each and every phone call in relation to the company’s profit. Recognize employees who recognize how integral each call is to the company by giving them some kind of award. The most efficient employees should be involved in training other employees.
Get all information It is important to accrue all customer information, and to make sure that it is kept updated. Email addresses are exceptionally useful because they will cost your company nothing in marketing fees. It is good to make notes about each conversation and for employees to look them over before making calls and during incoming calls.
Create reasons to make future calls Cold calling can be uncomfortable to make and irritating for a person to receive, but “warm” calling is different. Warm calling refers to having some sort of previous contact with the recipient through phone calls, direct mails, or emails. Create reasons to make future contact with existing and potential clients. Bridge off of prior contacts in order to generate reasons to initiate further relations so there will never be “cold” calls.
Listen Most telemarketers feel they need to do most of the talking during verbal intercourse with the customers. This is not true; more than 80% of the speaking should be done by the client. This way, the representative from your company can listen to their concerns and gain feedback. The only time to make the client a listener is when you have new information to present or you are addressing a concern of theirs.
Avoid discussing price Some callers may be contacting your company to only ask for your price. Only discuss price after you have broadened the conversation. Make the customer understand the value of your product/service in relation to their need. If you simply give them a price, you put yourself in the situation of getting price shopped. You want the customer to understand that they are not asking the right questions. Price should never be the most important factor; make them understand how well your company can supply their need.
Use your voicemail effectively Unfortunately, you cannot be in the office all of the time. Use your voicemail as a marketing tool and to a method of gathering information. Rather than simply stating that you are not there, provide useful information in the voicemail (tips, your email address, alerts of upcoming sales, etc.). Also, make sure that people are leaving their information so you can get back to them. A good method is to indicate that they will not be placed in the running for a free product, free month of services, etc. if they do not leave their information.
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