No matter whether you work in sales or marketing, calling business can be an effective way to generate new leads and expand revenue. But it’s crucial that you know how to approach calling effectively.
First and foremost, make sure your business phone uses VoIP. Doing so allows for more professional telephone conversations while helping strengthen customer relationships.
1. Know your product or service
For maximum success during phone calls, it is crucial that you understand your product or service and its customer needs, and how your offering will assist them in meeting those objectives.
Products may range from physical items like cars and furniture to non-physical services or experiences like education, healthcare, banking and transportation. Products are easy to return or exchange while services cannot. One exception to this is Product-as-a-Service (PaaS), combining physical goods with software and technologies for an experience tailored to customer preferences – an effective strategy to expand offerings while reaching more clients simultaneously. PaaS can help businesses retain current clients as well as create lasting relationships with new ones.
2. Know the person you’re calling
Before initiating a phone call, it’s crucial that you establish who will be on the other end. Doing so will allow you to set a proper tone and prevent mishaps from arising.
Doing this requires visiting the company website and social media accounts to understand its story and mission, as well as who are serving in key decision-making roles such as an executive or sales manager.
After conducting your research, make a short roadmap of the call by noting why and what issues need addressing as well as any next steps required for successful results from this call. Doing this will ensure a positive impression is left on your prospect while getting results that help build rapport and turn leads into customers.
3. Know your goal
Before calling business, it’s essential that you set out a clear goal in mind. Your aim can range from collecting some basic information from them or exploring what their budget or needs might be for their next product purchase.
Your next task should be deciding how you will measure whether your call was successful. Will the goal be for them to subscribe for a trial service or trial product, arrange a meeting with you or receive samples? When setting goals it’s essential that they seem achievable so your team feels like their efforts are working toward reaching their bigger goal and keep morale high.
4. Know the right time
Are You Chasing Leads or Engaging Potential Customers? Calling at the Right Time Can Increase Connection Rates Recently conducted research indicates that selecting an optimal time can almost double your chance of connecting with callers and qualifying leads.
When calling, ensure your voice is friendly and relaxing for optimal results. Start the conversation off right by smiling and using welcoming phrases that sound professional; time it between 8 am and 9:30 am for maximum attention, particularly if calling Mondays or Fridays; additionally, do a quick Google search to see if any news has recently happened that might put off prospects; this way you’re certain of contacting at an optimal moment for business development.
5. Know how to answer the phone
Social media, SMS texting and emails may have become staples of modern communication, yet customers still prefer calling their favorite businesses directly. Therefore it is imperative that any individual with access to a business phone know proper etiquette when answering calls from clients.
Start off the conversation by introducing yourself and your company. Say something like, “Hello, thank you for calling [company].” Give a brief but friendly greeting that assures them they have come to the right place with their inquiry.