Effective telesales openers. Clearly the opening of any outbound telesales, telemarketing or business development call is crucial. In the first 8 seconds of the call once through to the decision-maker, they will decide whether they want to engage with you or not. Ensure you ;
- Sound enthusisastic and bright
- Know your words
- Sound natural (and like a human who IS bothered)
While I wouldn’t want to tell you exactly what to say, on our 2 day telesales and telemarketing training courses, we talk about the fact that a good powerful call opening will consist of 3 things ;
3 strand intro
In the first couple of sentences, you aim to relax the decision-maker, your prospect and you tell them all the key things they need to know to give your call a context. This includes ..
a) Your name
b) The company name
c) The reason for your call – briefly
Doing these things ensures you have an honest approach and your prospect will immediately have an idea about what you are likely to want to achieve from your call. This is good, as they are more likely to be open with you. And honestly if they don’t want to talk to you because you’re calling from XYZ widgets, wouldn’t you rather know early in the call than later?!
This is a more detailed explanation of why you’re calling today. This could be a cold call in which case it could be …………” we’ve not spoken before, but we supply many construction companies in Birmingham and I wanted to tell you a bit more about what we do…….”
At the other extreme you may be following up a proposal with someone you’ve spoken to before many times “……….and I just wanted to find out your thoughts about the proposal I sent over to you on Tuesday.”
The third element is to get them talking and as quickly as you can once you’ve set the scene for them. You’ll proabably want to get them to open up to you with a series of open questions, but closed questions will be useful too, to get commitment and to clarify details, opinions and facts.
We have an audio CD on this subject available from our sister company Associated Learning Systems. This telesales CD is one of 3 products on Selling More on the Phone
Your call may then sound like …”Good morning Tim, it’s Sarah calling from XYZ widgets about your widgets.” or “Good morning Mrs Smith, I’m Kevin calling from ABC Computer Supplies, the computer reseller based here in Solihull.”