No matter if you are calling to seek information, sell something or set an appointment, it is vitally important that you know how to conduct yourself correctly in order to give a positive representation of your company and effectively interact with potential clients.
Mastering how to call business can make all the difference for your success. Here are a few tips to get you going:
Time of day
When conducting a calling business, knowing the best time and day to contact prospects is vital in creating meaningful interactions and increasing sales conversions.
Studies indicate the optimal time and place to make cold calls is between 4:00 PM and 5:00 PM, when clients and potential buyers are wrapping up their workday and have time and mental capacity for considering your offer.
Calls between 1:00 PM and 3:00 PM should generally be avoided as this timeframe often marks when people are least productive.
At these hours, salespeople may be trying to clear out their email inboxes and settle any administrative matters prior to lunch, which can be frustrating for salespeople and may result in unnecessary interruption. Therefore, it is wise to avoid communicating with them during this timeframe.
Customer perception of your business hinges heavily upon how your phone calls are answered; that’s why it’s vitally important that you learn how to professionally answer calls so as to build lasting relationships with customers.
Phone etiquette goes beyond verbal communication skills; it involves your tone, word choice, and active listening when speaking to callers. By practicing proper phone etiquette you can win new customers while keeping current ones happy.
Rule number one: Answer calls within three rings to avoid keeping customers waiting or sending them directly to voicemail – both are unprofessional practices that many find highly irritating.
Also make sure that you take accurate and complete messages. A vague greeting just won’t do; they should explain exactly what their caller needs assistance with and give a time/date when they should call back in order to deliver superior service and enhance customer experience. By taking these steps you will ensure superior service and improve the customer journey for all.
Follow-up calls are vitally important to any business calling campaign; they provide an opportunity to build relationships and close sales.
Prepare for your call by creating questions and anticipating possible responses in advance, making the conversation run more smoothly and making you sound more professional and convincing.
Successful follow-up calls leave customers feeling like you understand them and their needs, increasing the likelihood that they’ll purchase your product or service.
An effective way to do this is using a script, especially when meeting with new prospects for the first time. A script can help you keep track of their statements and address their concerns more efficiently.
Personalizing follow-up calls is also key; inform them of what you have been up to recently or the expected turnaround time so that the call feels less like an upsell and more like an informal discussion.
Closing the sale
An effective sales call entails numerous steps: pre-call preparation, gathering intelligence on the client, engaging them and finally closing the sale.
An effective call starts with a welcoming greeting that helps your client feel included and increases trust between both of you.
As part of your closing phase, ensure you provide all pertinent details about your product or service – such as prices, timelines for implementation and other pertinent details – to your clients. This could include pricing information and implementation timespan among others.
Closing sales isn’t guaranteed, so it’s crucial to be ready. Research suggests that 6 out of 10 prospects decline at least four times before finally agreeing, so being prepared with an organized, persuasive presentation is vital for closing deals successfully.
An effective way to close a sale is by giving prospects two choices that best suit their needs, rather than simply accepting or declining one or the other. This helps avoid simple yes-or-no responses and encourages them to select something suitable.