Tips for Teleprospecting Success
Posted on Oct 11, 2011 by Ashley Rist, Lead Quality Manager
KNOW YOUR OBJECTIVE
Go into each call with a specific objective in mind. If you are not able to answer the question “Why are you calling me?”, then you probably need to revisit your objective. If your contact has asked you that question, you need work on delivering the purpose of your call in a more timely and concise manner. People are busy. They don’t want to participate in a conversation if they don’t know where it’s headed.
UNDERSTAND THE PURPOSE OF YOUR QUESTIONS
Most, if not all, telemarketing call guides include a series of relevant questions. Each of these questions is crafted to gain an understanding of how the product about which you are calling might fit into your prospect’s business worlds. Each question works towards uncovering an angle by which you uncover an opportunity to deliver value proposition in a conversational way. If you are uncertain of how any of the questions in the script relate to the value proposition, you are likely better off not asking them. What would you say in the event that your prospect asked you why you needed to know that? Proactively explaining why you are asking the questions you are asking is a great way to keep the tone of the call conversational. Being as direct as possible is almost always appreciated by the busy folks we are teleprospecting.
DELIVER VALUE PROPOSITION WITH EASE
A firm grasp of the value proposition for your product is essential to success in lead generation. As I mentioned above, each question relates to the potential benefits a prospect might enjoy if they opted to implement your solution. Fully understanding these benefits allows you to deliver value proposition when it makes sense, and avoid a potentially disjointed conversation. In order to share value proposition strategically and most effectively, you need to know it inside and out.
BE CONFIDENT
Knowing your objective, understanding the purpose of the questions in your script, and a firm grasp of the value proposition for your product all work together to breed confidence. A mastery in each of these areas will guarantee you success on the phones.
Tagged: teleprospecting, lead generation, targeted lead generation, teleprospecting tips, teleprospecting best practices, lead nurturing, telemarketing lead generation
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