Monday, April 7, 2014

Top 5 Dos and Don’ts when Cold Calling

Telemarketing is tough, and with deals to close at such a limited amount of time the pressure can be tremendous. This is the reason why oftentimes the five most important points of discussion are left out, namely: the price, legal and safety issues, technical aspects, good customer service and finally, your product’s competitive advantage. This article aims to tackle all of them. 

Good Customer Service. You made a sale and you’re jumping for joy. So what’s next? If you want repeat customers you need to make sure they’re taken cared of after the sale. Everything from product start-up and installation, letting the customer know the resources he must provide, when, how, and who will conduct the product training, and so on. You have to walk the buyer through all of these steps not only to make a good impression but to make sure they’re satisfied enough to recommend you to other people as well.

Issues on Legality and Safety.  Be fair when dealing with your customers and warn them responsibly about all the legal and safety issues right from the start so that they can make informed decisions before purchasing. If they will have to deal with the possibility of liabilities or safety hazards in the future it’s you’re job to make sure they are well aware of that.

Price Discussion. This is necessary if you’re selling the product directly, but if you’re merely generating say, tax consulting leads for an outside sales rep, then you better let him do the talking when it comes to pricing. Remember, the more expensive your product is, the more room to haggle is needed- an expertise the rep knows best how to use to close the deal.

Technical Aspects of your Product. Regardless of the industry you’re in or the product/service you’re selling, you’re bound to use technical terms. For you to succeed as a telemarketer you need to figure out which terms to use and which ones are best left to the product experts. Never pretend to know the meaning of those you don’t or worse, “invent” your own explanation of certain aspects of the product in the hopes of bluffing your way out of the situation. Ask help from your experts if you have to, or end up feeling stupid and embarrassed in the end.

Why your Product is better than the Rest. There’s nothing wrong with discussing your competitive advantage and explaining why your product is better than the rest, so long as you are telling the truth. If your product is of high quality then make sure the customer understands all the advantages and benefits he’s going to get upon purchase compared with your competitors. It doesn’t take a genius to know that people are easily satisfied with the best.