10 laws of telephone marketing!

1. The primary goal is to successfully invite the client to a face-to-face meeting. Don’t expect to finalize the deal over the phone.

Method: Don’t be anxious. You should know that complex transactions are difficult to finalize over the phone. If you push too hard, the customer may hang up the phone and the situation will be difficult to recover. It is much better to communicate face to face. If there is a disagreement, you can still make up for it.

Never argue with a client over the phone. If you win the debate, you will lose the client. "It's hard to explain this question in a few words. It would be better if we communicate face to face..."

2. Phone calls convey not only information, but also emotions.

Method: Your voice will betray you. Customers can hear whether you are smiling or not. Whether you are standing or sitting, you might as well do it while standing to show your confidence. If you sit, it is best to sit one-third of the way and do not lean on the back of the chair. If you want a natural smile, you can put a mirror. If the smile in the mirror is right, the voice will be right too. Moreover, the voice needs to be close to the customer's channel. The more harmonious the speaking speed and tone are, the easier it will be for two people to reach a consensus.

3. Don’t fight an unprepared battle, give customers a reason to come

Method: If the matter is complicated and prone to misunderstanding, you need to think from the other person’s perspective in advance, prepare the answer, and write it down briefly on paper. "If you have food in your hands, you will not panic."

4. Be optimistic that customers will be interested, and be resolute in accepting that they are not interested

Method: If our product is better than others, customers will not praise it. However, if ours is worse than others, customers will criticize fiercely. So, don't lose heart there are always clients who will be interested.

Then again, it's normal for customers to be uninterested or even rude. Who doesn't have some unpleasant things in their family? Customers may be angry with us.

5. Customers often fool us

Method: We don’t fool our customers, but our customers fool us. The customer may say, "This product is great, but I don't have the money to buy it recently." Don't take it seriously, and don't expose it: "No money? I see you have more than one million in your account!" A more appropriate statement would be, "You are such a joke."

6. Diligence makes perfect. Practice makes perfect.

Method: Quantitative change leads to qualitative change. It is necessary to make a plan, stipulate the daily workload, and resolutely complete the plan. This is not enough. It is necessary to reasonably classify customers, such as by gender, age, occupation, etc. Today I will target male business owners between the ages of 30 and 40 so that I can summarize a methodology and not be afraid of such clients in the future.

7. Don’t give customers a choice. Give them a choice too. It’s also “Are you coming or are you coming?”

Method: Don’t ask the customer “When are you free?” If the customer replies “I’m busy lately,” you can’t respond with this. Also, don’t ask “Are you free tomorrow or the day after tomorrow?” because that’s too urgent and the customer may not have time. A more appropriate way to ask would be “Are you free this week or next week?” Even the busiest person will probably have one free day in the next two weeks. If the answer is "next week," you can then ask which day, which is more natural.

8. Customers are forgetful and need to be reminded repeatedly

Method: After making the call, immediately send a text message to confirm the time, place, and what the customer needs to bring. If the appointment is for Thursday at 2 p.m., you can confirm again on Thursday morning.

9. Leave clues every time you meet

Method: When meeting with customers, you should dig deep into their needs. You can tell them what products they need and notify them the next time the products arrive. This way, the next call won't seem awkward.

10. A good memory is not as good as a bad pen

Method: Listen carefully to what the customer says and write down any information they inadvertently reveal. It is best to become the customer's WeChat friend and pay attention to every detail of the customer. The advantage of doing this is that the initial greetings will be more human. If you just say "Have you eaten?" or "The weather is really nice today," it will feel like a robot is speaking. If you change it to "The color of your new car is so beautiful" or "Your son is so good at playing basketball", the distance will be immediately shortened.

Author: Sales Strategy

Source: Sales Strategy