I had a meeting with the Sales Director of a Telecommunications company yesterday to discuss the possibility of us providing some outbound calling to support their marketing efforts with regard to the Superconnected Voucher Scheme. This is a scheme being run by the UK government to provide grants and funding for businesses to take advantage of the many benefits of superfast broadband.
As part of the meeting we discussed the fact that his existing internal sales team seem to be missing out on a lot of potential opportunities due to not gathering sufficient information from prospects as part of their sales calls.
During this discussion, we covered the fact that, on a cold sales call, it’s vital that you get the questions you need to ask in early in the conversation – way before you give the prospect a chance to state that he/she isn’t interested.
That way, you’ll have already undertaken part of the process of determining needs and helped to build your credibility within the conversation.
With regard to the Superconnected scheme – this gives the caller an initial “foot in the door” – a reason for them to be calling the prospect so, as with any effective introduction on a sales call, you’ve covered who you are, why you’re calling and what the benefit is to the prospect of continuing that conversation with you.
Once that’s out of the way – launching straight into the questions gives the prospect that these questions are to establish their eligibility for the scheme. You can then gather information based on their answers and, potentially uncover needs based on those answers and match your solution to those needs.
If, at the end of this process there definitely isn’t a need, you have still come away from the call with some HUGELY useful information to be able to utilise on future sales and marketing campaigns.
However, if you’d launched straight in with “are you looking for superfast broadband” 99% of people will say no – AND you’ll then have a huge struggle getting them back into the frame of mind where they’re willing to answer any more questions
So, have a reason to call, get a nice value laden introduction in there – ask your questions and you’re not only less likely to get a “I’m not interested” and, if you do, you’ll have some gold dust there (metaphorically speaking) to utilise on your future calls/pipeline development
And if you need help with any aspects of outbound sales and marketing give us a bell on 0330 20 50 500 or fill in the contact form on our website and we’ll call you straight back
Inspired Business Development Ltd