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Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

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Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team. This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only. Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Related: Keeping Sales Leads Through Stellar Customer Experience

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’


Here’s How to Reach Prospects in Asia with Less Effort and 3x Results Watch Full Video Here


Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox 2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

Originally posted at Callboxinc.com

 

 

Bring in Huge Numbers of  Sales Closes in your Business in Singapore,

Learn more about our lead generation services in Singapore!

Dial +65 6248.5023 or +65 3159.1112

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

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Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team. This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only. Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Related: Keeping Sales Leads Through Stellar Customer Experience

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’


Here’s How to Reach Prospects in Asia with Less Effort and 3x Results Watch Full Video Here


Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox 2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

Originally posted at Callboxinc.com

 

 

Bring in Huge Numbers of  Sales Closes in your Business in Singapore,

Learn more about our lead generation services in Singapore!

Dial +65 6248.5023 or +65 3159.1112

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

Use These Phrases to Impress Singaporean Prospects When Calling

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Use These Phrases to Impress Singaporean Prospects When Calling

“How will I impress my prospects today?”

That’s a question every salesperson ask everyday. Sales professionals must make good impression in order to close a lead. And the first 30 seconds of their call is the most crucial because this is the part where they get the prospect’s attention and have them listen to what they’re about to offer.

The key to getting your prospect’s attention is, preparation. Many salesperson were unsuccessful because they’re not sure of what to say. To help you organize your pitch, prepare different rebuttals and address your prospects properly, I’ve divided your possible answers into 4 parts.

Problem statement.

This statement usually starts with, “I understand” or “I believe”

Example:

“I believe your company is in the market for a new accounting software to automate your accounting and bookkeeping.”

“I understand you’re looking for a credit card processing solution for your business.”

Proposed solution.

This statement reassures your prospect that you have they’re looking for.

Example:

“We can help you with that. You see, we offer software that can help you automate your accounting and bookkeeping.”

Related: Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

Benefits.

This is where you tell them about what they can get when they consider your company.

Example:

“Our solution will help your organization streamline your IT business process.”

CTA (Call to Action).

These statement encourages the prospect to discuss more about their needs and how you can help their organization.

Example:

“ I would like to arrange for one of my Consultants to contact you and discuss our services and any issues that you might have and how we can help your business. Would you be available on Friday, February 17 at 10AM?”

RelatedWhy Outsourcing Telemarketing Will Give You More Singapore B2B Leads

Here’s a common situation with 8 phrases that I normally use to get the prospects to listen and talk to me which leaves a good impression for my company. When greeting someone on the phone you must say your name clearly.

“Hi! This is Anna with XYZ company.”

Don’t ask, “How are you doing today?” Why? It shows lack of respect for your prospect’s time. Telemarketers must remember that whenever they call someone they’ve just interrupted the person they reached. What to do?

It’s best to sound business like. Be direct to the point. Tell them why you’re calling and make it quick.

“I’m calling because we’ve recently launched a solution which enables organization like yours to streamline their IT business process.”

Get a reason to continue the call. How? Probe! Ask questions from your prospect’s point of view.

“Are you currently using any cloud-based mobile document management solution?”

“What mobile solution are you currently using?”

“Do you know how much your company spends per year to manage your paper documents?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

 

Your goal here is to get to know their current setup and get them to listen and talk to you. Now that you have an idea about their issues within their organization, make a connection by saying showing empathy.

“I understand where you’re coming from. We can definitely help you with that. You see we are a certified Microsoft Gold Partner and we specialized in helping companies improve their IT business process.”

“Are you open to look at this time of solution for your business?”

Here’s how to identify if your prospects are worth pursuing. Read more sales qualification strategies.

Lastly, get a commitment.

“ I would like to have one of my Consultant give you a phone call and discuss any issues that you might have and how we can help your business. Would you be available on Friday, February 17 at 10AM?”

Follow what I did on this situation. Focus on the message and how it is delivered to impress your prospects and close more sales.

 

 

Rebound After a Horrible Sales Call [Video]

Watch Full Video here..

Read more about telemarketing today, check out more calling guides here!

Learn more about our Smart Calling Tool and Telemarketing Services

Dial +65 3159.1112

 

 

 

 

How to Spot a “Requested More Information” in Every Sales Objection

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How to Spot a "Requested More Information" in Every Sales Objection

Most of the time objections are your prospect’s way of saying, “tell me more”.

As a salesperson, we are all familiar of an objection. We know that it’s common to go through an objection in the whole sales process. So it’s important that all salesperson must learn how to handle common objections.

The truth is, it is the responsibility of a sales rep to educate their prospects about their products and services. The reality is, to become an effective salesperson, we must know that we can’t persuade or lead the prospect into buying our product. You can’t just walk away after the first sign of objection. You must know the true objection. If not, prospects will keep on blocking your call.

The important thing is to understand which objections are true – the ones you can’t work out with your prospect and which ones are disguise and are only being raised because they want to know more. Most of the time, prospects object because they don’t know what you’re offering and what they can benefit from it. So it is your job to tell them.

When prospects mentioned one of the 5 phrases below, you must treat them as “requested more information” objection disguise with their corresponding rebuttals that you can use.

“It costs too much.”

The price sometimes depends on the needs of your prospect. So find out what exactly are they looking for and set a price depending on the needs of their company.

“The price depends on the number of users that you have.”

“We can customized it based on your company’s needs.”

Related: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

“This is not the right time for us.”

If prospect mentions, it’s not yet the right time, respect that. Most companies nowadays don’t just buy something because they need or they want to. When dealing with this kind of objection, you can say;

“When do you plan to consider this kind of project?”

“When is the best time for me to call back?”

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

“We don’t have a  budget for this project.”

Companies prioritize their projects. The decision of what and when to purchase something depends on their budget and what they need most at the right time. You can ask the prospect:

“When will your budget be available for this kind of project?”

“When do you plan to do this project?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

“I’m not the decision maker.”

If prospect says he’s not the right person to talk to, ask who is the decision maker who handles this project. You should know the different types of decision makers and their roles. But don’t ignore him. He might be able to help you. What you can do? Either, offer to send him information or ask for the information of the decision maker.

“Who’s the best person to speak with regarding this?” (Gather the decision maker’s information)

“Are you involved with this project?”

“What would be your role for this project?”

Related: Signs That Your Buyer is Not a Good Fit for your Business

“We’re currently working with someone.”

This objection doesn’t mean it’s the end of the deal for you. Find out more about who they’re working for.

“Do you have a contract with them?”

“When will your contract ends?”

“By the time your contracts ends with your current provider would you consider other providers?”

“If you find our product or service beneficial for your company would you consider us?”

 

Bottom line is, don’t let these objections end the deal. Instead, dig a little deeper to understand the reason why and what your prospect is objecting to. 

 

 

Gain more tips and generate more leads, read our latest post!

Get the Best Sales Lead Generation team  in Singapore now!

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Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

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A salesperson or not, we all make mistakes. Unfortunately, when you mess up in sales (even if it’s unintentional) it will affect the entire business reputation. If you relay a wrong message to a prospect, it can cause blunders such as false promises and unsatisfactory results which can potentially damage trust and might lead to lost sales opportunities.

Here are 5 phrases to make it up with them and recover from a damaged deal.

#1: “I’m sorry”

Regardless if the mistake is unintentional or wasn’t really your fault, the relationship you’re trying to build between you and your prospect has gone wrong. Apologize and express a feeling of regret for the damaged done. Tip: Be quiet and Listen

Our first reaction when we make a mistake is to explain and make excuses. But in sales, the best thing to do when you have an irate prospect is to be quiet (especially if you’re the reason why they’re pissed off in the first place). Let them vent out their frustrations and make them feel that they are heard. It will somehow lighten up the situation. Here’s Why Listening is an Important Component in Telemarketing

#2: “I take full accountability for …”

If the mistake was your fault, make sure to take full responsibility for it. Don’t try to talk yourself out and make excuses. Be upfront and admit your mistakes.

Related: The Do’s and Don’ts When Doing B2B Telesales

#3: “I understand how you feel.”

Empathize and acknowledge your prospect’s feelings without annoying him more. Use this statement to open up a positive conversation with your prospect and dig in deeper into the issue. 

Related: Calling a Prospect on a Bad Day. What Should you Do?

#4: “How can I help and fix this?”

Every conflict needs a resolution. Fixing the problem helps maintain your credibility and a good relationship between you and your prospect. If you promise something to your prospect and not able to commit t your words, do whatever it takes to help and fix the issue to keep the relationship healthy.

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

A mistake doesn’t mean it’s the end of the deal, but if you have handled it in the wrong way, you may lose the sale and your customer’s loyalty. Use these phrases when dealing with irate prospects to make everything right.

What have you missed: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

 

 

 

Learn more sales and marketing tips to generate more revenue!

Get in touch with our Marketing Consultant

Dial +65 6248.5023 or +65 3159.1112

 

 

The Do’s and Don’ts When Doing B2B Telesales

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The Do's and Don'ts When Doing B2B Telesales

What is B2B Telemarketing? It is when annoying call center agents are calling random businesses wanting to speak with a specific person to say their sales pitch.

Telemarketing is essential in every business. Having an in-house sales team to do lead generation campaign is proven to be difficult while outsourcing a B2B lead generation company is more effective and cost-efficient. Most businesses in Singapore would consider outsourcing a company who can provide them good quality and sales-ready leads to increase their sales. Plus, it provides them opportunities to improve their company’s business sales process. However, not all companies in Singapore are successful in doing this especially those (SMBs) small to medium businesses.

Now, the question is, how to become effective in B2B telemarketing? Sounds easy, right? However many companies are still doing same mistakes. Here are the do’s and don’ts to remember in B2B telemarketing.

 

Do

  1. Hire a good B2B telemarketing company with well-trained telemarketers to do a lead generation campaign for you. Bring out the best in your telemarketing team.
  2. Identify the type of campaign that you want; an office appointment, phone appointment or a demo. It’s the reason you are calling.
  3. Identify your (ICP) Ideal Customer Profile. Secure a good list to call (most telemarketing companies can have their own database that you can rent or use during your campaign) based on the following:
    • Target area
    • Target industry
    • Target people
    • Company size (employee size, annual sales, etc) 
  4. Prepare a script for sales reps to use. TIP: When creating a script remember, KISS (Keep It Short and Simple)
  5. Choose a confident, highly-trained and professional agent to represent your company.
  6. Conduct product training with the team who will handle your lead generation campaign.
  7. Send out initial email prior to the start of the campaign
  8. Have the team start making calls. When making call, make sure to prioritize:
    • Those who replied on the email
    • Those who opened the email but didn’t respond to it
    • Other contacts within the list that you’ve sent an email
    • Contacts within the list with no email addresses and do profiling by gathering and verifying their contact information.
  9. Make sure all in house sales reps are available to follow up and call all scheduled appointments.

 

Don’t

  1. Apologize for calling or say, “I’m sorry to bother you today”. The truth is, you’re not sorry you called and the prospect knows that.
  2. Be afraid to probe and ask questions about their current setup. Here are the sales probing questions you must ask.
  3. Be afraid of prospect’s objections. Know how many call attempts to do before you surrender a lead.
  4. Be rude or be defensive when answering objections.
  5. Get distracted by doing other things such as; texting, multitasking and emailing other prospects, talking to a colleague, facebook and eating while calling.
  6. Interrupt prospects when they’re talking. Always LISTEN. Here’s why listening is important.
  7. Lie. When found out may damage the credibility or the company or the brand you represent. What to do when you don’t know the answer to your prospect’s sales questions? Find out.
  8. Assume based on what you think you already know. ALWAYS clarify with the prospect. Remember, if it didn’t happen on your call, it’s not considered done. TIP: Ask the prospect to repeat what he just said or ask him to elaborate if you didn’t understand.
  9. Over complicate your call. Use the KISS technique!!!
  10. Hang up before your prospect or slam the phone down after a bad call. ALWAYS be professional. It damages the company you represent.
  11. Speak too quickly. Make sure the prospect understands the purpose of your call.
  12. Call the same company over and over again within the day. Don’t call them everyday unless you are advised to call back.
  13. Stutter. You’ll sound less authoritative. TIP: Prepare before making a call.
  14. Forget to call back when said you would.  

In order to maximize your company’s sales opportunities, you must understand the importance of lead generation before you even start reaching out to your prospects. Let the experts provide qualified leads and appointments for your company and have your in house sales team nurture these leads instead.

What did you miss: Telemarketing Rules in Singapore That You Should Know..

 

 

More marketing and lead generation tips on The Savvy Marketer’s Blog.

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How Many Call Attempts Should You do Before You Surrender a Lead?

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 How Many Call Attempts Should You do Before You Surrender a Lead?

Should you keep calling a prospect or is it time to let go and move on to the next lead?

Let’s face it, 85% of organizations don’t make enough call attempts. Sales reps have an average of 1.7-2.1 attempts before giving up. Too many call attempts may lead to DNC which means you’re not making the most of your sales rep’s time. While too few call attempts lead to money waste.

Don’t get into your prospects’ do not call list, know these telemarketing rules in Singapore.

Whether you like it or not, you will agree that cold calling is important in sales in order to find out if there’s an opportunity from them. The number of cold call attempt every sales reps should make varies depending on how they do cold calls.

Here’s how to determine if it’s worth pursuing or is it time to STOP calling unresponsive prospect.

 

  • 1st Call Attempt

ProspectingFinding out the right person who makes the decision within their organization.

Situation:

This can be considered as a negative call. What you can do to maximize your call?

Agent must gather the following information of the decision maker:

  • Email address
  • Complete Name
  • Correct Job Title
  • Direct Line/Ext. Number/ Mobile No.
  • Verify if you called the correct company
  • Verify the address of the company
  • Availability of the decision maker

TIP: You might consider sending an introductory email right after your call.

 

  • 2nd Call Attempt

Calling the decision maker on his available time as mentioned by the gatekeeper

Situation:

Agent called and spoke with the gatekeeper. Decision maker is still not available to talk. This is another negative call. During this stage, most of the agents get discouraged.  What to do for your sales rep to feel like he didn’t waste his time calling for this company?

Agent can always ask for the availability of the decision maker.

“When is the best time to callback for (name of the decision maker)?”

TIP: Consider leaving a voice message

Related: What Every Caller Ought to Know in Leaving Effective Voicemails in Singapore

 

  • 3rd Call Attempt

Follow up on the email correspondent sent.

Situation:

What to do during this stage?

  • Verify if he’s the best person who can decide for (purpose of your call)
  • Ask the prospect for the best time to call back.

TIP: Remember to mark your calendar or set an alarm to do a follow up call.

Related: The ‘PERFECT’ Time to Call a Prospect in Singapore

 

  • 4th Call Attempt

Establish Interest

Situation:

During this call, agent must establish if there’s an opportunity with this company. How?

Ask questions and find out about their current set. What questions to ask to spot a sales-ready lead? Find out in this article.

How to determine if there’s an opportunity and that this company is worth pursuing?

  • If they have problems/challenges even if they can’t decide to commit for now.
  • If they have a provider but would still consider other providers
  • If they have upcoming projects.
  • If there’s anything that they would like to improve with their current setup.

 

  • 5th Call Attempt

Close a sale

On this stage, the prospect expressed his interest and would like to discuss further on how your company can help their business.

However, if it didn’t turn out the way you wanted it to be because prospect mentioned that they are not interested or they don’t need any of your services as of the moment, offer to send information for future reference. This way, they have your files handy whenever they need something in the near future.

Situation:

Prospect: We’re not interested at this time.

Agent: I understand. How about if we send you more information for future reference. In case you might be doing something in the future, you have our files ready. Would that work for you?

Prospect: Sure.

Agent: I have here your email address, let me verify if this is correct. (verify the email address using phonetics to make sure you have the correct information)

Maximize every call before you decide to surrender for a lead. By doing these tips on all of your call attempts to find out if there’s an opportunity or not. This will make sales reps feel more accomplished even if the prospects says they’re not interested because you know that they don’t need it at this point and both you and the prospect can’t do anything about it.  

Learn more about telemarketing today, read more calling guides!

Telemarketing is not enough, widen your reach with Multi-Channel Lead Generation 

 

 

The Psychology of Outbound Telemarketing: Assessing Prospects’ Personalities

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The Psychology of Outbound Telemarketing - Assessing Prospects’ Personalities

Talking to another person is part of human’s basic natures. It’s not supposed to be a complex system or an art to be perfected. However, in instances where the manner of conversation would determine how a certain goal is reached, it is very important to know various types of personalities. In the commerce of b2b outbound telemarketing and lead generation, talk is money. And conversations run the business.

Sales leads are generated prospective clients are contacted by professional telemarketers and attempt to engage them into a meaningful, information-oriented discussion of a potential business partnership. But because each person is so dynamic – and sometimes erratic – there should be a structure of profiling and assessment for telemarketers to craft the best approach towards each personality type.

 

There are four established social styles that customers may employ:

The Driver
Drivers are talkers. They like to run the show. They don’t want to be dictated on what they need to do, and they don’t want to be told what they already know. They want telemarketers to get to the point in the least amount of time, and then they throw a lot of unrelated questions simultaneously. Some of those questions need not be answered, and the challenge is to have them listen – which could be a difficult task especially if they’re not interested by default. It is very uncommon for Drivers to admit that they are interested with the product, but once they do, it’s genuine. The rule is to never interrupt them in their streak of monologues.Wait for that rare, miniscule window of opportunity.

The Analytic
The term itself can be intimidating, and indeed, this social style is a no non-sense type. Analytic ones dwell on the most specific of specifics, and unlike Drivers, they only throw questions which are relevant. They actually like to be drawn into a thorough discussion of the goods or services, and they don’t mind if the telemarketer does all the talking. Are they interested? One can never tell. They just like to gather as many information as they could and analyze them in a discreet, swift manner. These are common in software and IT products and services companies where most decision-makers are experts in their field and are usually subtly technical in the way they converse.

The Amiable
Talking to Amiable ones is a walk in the park, but usually unproductive. These are people who have absolutely no problem with spending precious time on the phone with telemarketers who may or may not present benefits to them or their company. They are not necessarily talkative; they just enjoy the “act” of talking to people. They would answer any reasonable questions, agree to appointments if they have the time, and even respond to surveys, emails and follow-ups. The quality of their interest can be dodgy and tentative,therefore, this level or receptiveness doesn’t automatically equate to sales leads.

The Expressive
Expressive ones have all four social styles rolled into one. They like to talk, analyze and make friends. While Drivers may bombard telemarketers with all the questions and objections, Expressive ones would blab about how their business is going, what’s happening with their current provider, or how they indeed require such external services, etc. They’re the type who knows what’s going on with their business; they are open to ideas and services and would consider every one of them as much as they can. They can be very accurate on describing their business needs, and with the right questions, they may turn into solid sales leads.

Every unique individual deserves a distinctive approach to telemarketing, and it all comes down to having the right knowledge and skills to “assess” common behavior. The last thing a telemarketer wants is to employ a style that would “clash” with the prospective client’s personality, thus reducing chances of a potential business opportunity.

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