Following The Trend - How To Perfect The Sales Cal

Following The Trend - How To Perfect The Sales Call  

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Introduction  

While many methods exist to attract new clients, the sales phone call is still one of the most effective methods. The phone call ensures a two-way conversation and is usually a better indicator of a client's interest than a text or email. All sales and marketing companies, including promotional products companies, need representatives who know or can learn how to perfect the sales call. 

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Preparing For The Phone Call  

The first thing to do is research prospective clients. Decide which companies or organizations are most likely to be interested in your business' services and if your business is selling products, which ones are likely to make repeat purchases. If you interacted with a prospective client before, such as at a convention or through social media, do more research on their company. Find out what their goals and greatest needs are. 

Some representatives find it helpful to write down the questions and major talking points for the phone call in advance. This strategy helps keep the representative focused during the phone call and stick to their agenda. 

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The Phone Call  

Keep these tips in mind when you make the phone call:

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• Get directly to the point. Realize that the potential client is busy and likely gets many phone calls from other companies, so don't waste time with small talk.
• Be personable. Don't stick to close to a script; otherwise, the customer might get turned off and hang up.
• Make a connection. If you interacted with the potential client before, briefly say how and let them know that you are interested in them.
• Ask questions about their business and what their goals are and tell them you want to help them reach their goals.
• Make sure the conversation is two-sided. Give the client the chance to talk and ask questions of their own.
• Highlight your services and products and add a brief example of how your company has helped clients, but don't go overboard with the details. 
• Briefly explain what differentiates your business from your competitors and why the prospective client should consider you over other companies. 
• Keep a positive tone throughout the call. If the client has any objections or concerns, listen to them and don't get defensive.
• End the call by thanking the client for their time and establishing the next steps. 

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Do The Follow-Up  

When you're about to end a successful phone call, both you and the potential client should  decide what the next step is. Whether it's a second, more detailed phone call, a virtual meeting or even an in-person meeting, make an appointment and enter it in your calendar. Consider sending the client a thank-you note or email to show your appreciation. A promotional products company might send a gift bag to the client as an incentive to make the client want to use their services.  

If you have any questions about how to perfect the sales call, please contact one of our representatives.    

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