Body Language & Teleprospecting
Posted on Sep 15, 2011 by Tamika Drake, Call Center Coordinator
Body Language is one of the greatest manners of communication in lead generation teleprospecting. Of course, you cannot see your prospect and they cannot see you, however body language can make or break a conversation. When making teleprospecting calls, you want your body language to communicate the message you want it to communicate. You want the correct tone of voice and sense of energy to come across in your calls. Body language gives a more accurate indication of genuine feelings.
Many people immediately think of the non-verbal movements we make as a part of how we communicate when you mention body language. Body language not only includes movement, it also includes posture and tone of voice. For example, it is not abnormal for a prospect to tell you they are interested just because they want to avoid saying ‘no’. So their words say ‘yes’ however if you listen closely to their body language, you can tell if that ‘yes’ really means ‘no’. The ability to recognize this inconsistency between the prospect’s responses and his or her tone of voice will allow you to understand their reason for apprehension, overcome their objections, and determine their specific need.
Here are a few options to help improve your body language during telephone conversations:
- Sit up straight (I’ve seen some stand!) and give your customer your full and undivided attention.
- Use a headset. It frees your hands, improves your posture, and improves sound quality.
- Be conversational. Use wording and sentence structure that you would use in a day-to-day conversation (Of course, keep it professional)
- Display confidence. Use your natural conversation to connect with your contact and build a rapport. Conversational = Comfort = Confidence
- Smile. It is amazing what a smile can do to your attitude and what you project over the phone.
Understanding the importance of body language in communicating an effective message will make lead generation calling easier than you would have imagined.
Tagged: lead generation, targeted lead generation, teleprospecting, teleprospecting lead generation, telemarketing lead generation
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