At one point or another, you will experience selling something or doing a business transaction on the phone. That is an unavoidable possibility in marketing. More so if you are in the telemarketing business, then you really have to be manning the phones. Well, generating sales leads, by itself, is not much of a problem. It only becomes a bit troublesome when you are now dealing with people, especially the talkative type of people. To tell you the truth, they are the most challenging cases in lead generation. I mean, how will you keep them from talking too much without offending them?
That is the reason why a lot of effort is given in training and orientation for your marketing team. Talkative people are, as a rule, actually very pleasant to talk with. The problem here is that they talk too much. They eat up a lot of your call handling time, keeping you from reaching other prospects, which will lead you to lower sales volume and then, ultimately to poor performance in the appointment setting game. Really, that is something you would want to avoid. It would reflect badly on your business. To do that, you have to remember a few useful tips of the trade:
1.Know why they love to talk – it is possible that they have no one else to talk to on that day, making them a wee bit lonely. Others talk so that they can say everything that they got in their minds. While there are those who talk for the sake of talking. In any case, once you identified the root of the issue, it would be a simple matter for you to take care of it.
2.Know what to ask – here, you should take control of the conversation. Sure, let your B2B leads prospects talk, but you have to make sure that the questions that you are giving out will lead their conversation towards the direction you want. Besides, people who love to talk often give out a lot of information. All the better for you.
3.Know the levels of the conversation – in this case, it would be helpful if you could break your talk into levels. The initial level provides you the general idea of the prospect’s problems, while the lower levels provide finer details. If all you need are the main thoughts, then stay there. If you want to dig deeper, only then should you ask more.
4.Know the real issue – sometimes, a prospect talks too much because they could not exactly pin down what their real problem is. As a marketer, you should examine their words carefully, as well as identify key ideas that will guide you in the analysis. Once you know what really bothers them, then it would be easier for you to control the conversation.
As you can see, it is not that bad dealing with telemarketing recipients, especially those who love to talk. You just need to know how to handle them best.
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