Following up leads in order to expand the customer base is still the most effective way of doing this. Telephone acquisition is still one of the most important channels to expand your customer base. Due to social media, the use of telemarketing has decreased, but it is still a channel that should not be missed in your strategy.
Telephone acquisition: direct and fast, but also difficult
Telemarketing is fast and direct: you have direct contact with your lead and you know quickly whether the lead is interested in an appointment. But make no mistake, it is also very tricky. Always include generating interest in your plan of action. First of all, it is very important to generate and maintain interest before you make any appointments. So don't want to move too fast, be patient and don't forget the purpose of the conversation.
Don't follow a call script, that's too made-up
The specialists at Convins never work with call scripts. We find it very important to engage in a dialogue and therefore the phone call should be a two-way conversation. We understand that it is difficult if it is not your daily work. So write down for yourself what you definitely want to be mentioned in the conversation and be flexible in the topics of the conversation. You can of course steer the conversation, but you can never be prepared for some situations.
Resistance: stop defending
Do you sense resistance from the lead? Then don't go on the defensive, but empathise with the customer. Say that you understand it, that you understand where it comes from and, if possible, counter the resistance with good arguments or solutions. Do questions come up that you don't know what to do with? If so, let them know that you will ask them and they will be happy to come back to you later.
Send to follow-up
In the conversation you have, steer towards a follow-up! This does not have to be an appointment, it can also be a follow-up phone call where you come back to your questions. You can steer towards a follow-up by trying to set a date and time at the end of a call that you will call back. Try not to put the initiative down to the customer, because then there is a greater chance that you will never hear back.
Outsource telemarketing to specialists
Many companies engage an external telemarketer to expand their customer base. Convin's telemarketing specialists will take a lot out of your hands when it comes to approaching customers and selling your product or service. We draw up a suitable strategy that fully suits your company, your target group and your objective. After the telemarketing campaign, we provide you with all the information we have collected to expand the customer base and possible preliminary information to close deals. Do you have any questions about our working method? Then do not hesitate to contact us!