The Global Associates Offshore B2B Telemarketing Companies rely a great deal on the success rates of the cold calls their sales reps make; a cold call is, after all, the starting point for any long-term business relationship. Despite the fact that cold calling is a tried and tested tool for offshore B2B telemarketing companies, most sales people tend to undermine its importance and go about the task without any proper long-term planning or strategy. For example, a call opener always influences the outcome of a call and yet sales persons assign least importance to them, using the age-old worn out lines in an era where the business environment is not what it used to be a few decades earlier.
The starting point:
A cold call serves as a conversation starter for offshore B2B telemarketing companies giving them an opportunity to get in touch with a prospective customer. If you are still using those outdated, pre-historic call openers, thus shutting down the call within the first few seconds; you are wasting a great opportunity every time.
The primary issue with most sales people is that they treat cold calling as a high stakes, low success rate job instead of looking at it as an opportunity to reach out to new customers. The best way to shut off a customer right in the beginning is to sound insincere, uninformed, staged or robotic. The need of the hour is to develop new and effective ways to open your conversations; this would certainly give you a head start, helping you engage the prospect in a meaningful dialogue.
Following are a few useful tips for devising effective call openers:
A direct and honest approach:
The customer today develops a natural aversion for sales persons using devious and dishonest ways. The best approach is to be direct and honest while starting a conversation. You can earn a customer’s trust by stating the exact purpose of your call and giving your correct introduction.
· Acting like a fact finder, a problem solver:
The worst call opener for offshore B2B telemarketing companies is the one that sounds like a usual sales call. Your customers are busy people, they hate being interrupted by unknown sales calls; they eat into their productive time. Presenting yourself as a fact finder wanting to know about their business, their pain points can give you an edge over your competitors. Your job is to convince them that you have the capability to help them solve their issues.
· Finding a common ground:
You need to find a common ground with the customer to keep them engaged; however, even while respecting their time, never sound defensive about calling them. Starting on the wrong foot is never a good idea. Do your homework before every single call to find that all important common ground. If they have a problem that you can help them solve with your expertise, you will get their undivided attention in all likelihood.
Using the same old methods for cold call openers will not serve the purpose of offshore B2B telemarketing companies in this jet age. You need to adopt a new approach, something that is honest, sincere, and direct and is aimed at helping the customers.