Phone Marketing Tips

Selling on the phone is a natural skill that can also be learned with practice. For some people, getting on the phone to talk to someone is an intimidating and humbling experience, even though you don't even have to look the person in the eye. If you can't even get on the line to ask your cell phone company why your bill is so high, how can you expect to intrigue a potential customer over the phone? You have to implement targeted marketing techniques to have success with phone selling.

High-Quality Leads Lists

So, where do you get your leads? If you work for an employer, the company probably provides you with lists of leads from various sources, including people who have requested information online and people who have recently made purchases that would indicate an interest in your type of product. For example, you might get a leads list of people who just bought a new house---they might be interested in an interior decorator.
The quality of your leads lists are key to successful phone marketing. Don't buy lists from unknown companies that could be randomly spamming or phishing people online to gather contact details. You want targeted leads lists full of people who would genuinely be interested in your type of product or service, as long as your offer is on point. Targeted lists will cost more but will save you time and money in the long run.

Eliminate Your Fear of Rejection

Fear of rejection is one of the biggest road blocks to success as a phone salesperson. You have to get over this fear. Understand that no matter how great your leads lists are, how beneficial your offer sounds or how convincing your pitch is, you are going to experience some percentage of disinterest, annoyance, hesitation or outright rejection over the phone. Once you understand and embrace this fact, you will have an easier time with your phone marketing efforts.

Phone Pitch Format

You have to modify and adapt your phone pitch according to your customers, but the general format should go as follows: 1) introduction and identification, 2) determine what the customer needs, 3) discuss the benefits of your product or service, 4) present the offer, 5) gauge interest and encourage questio-s and 6) close the sale.

Leaving Messages

When you have to leave a phone message regarding a business related transaction, less is not more. Do not say "This is Jill Smith from XYZ Corp, call me back at ..." If you don't know Jill, what is the likelihood you will call her back?
Instead, explain exactly why it is urgent the potential client call you back immediately. For example, "This is Jill from XYZ Corp. I received your information from Jack Smith at ABC Corp. He said you may be on the market for a new publicist." This increases the chance of a call back because the potential customer's interest will be piqued.

References

• Developing a Sales Lead List; Steve Pick; Startup Nation

Resources

• 10 Phone Marketing Mistakes to Avoid
• Recommended Reading

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