Top telesales companies like The Global Associates must deal with objections, overcome resistance and clarify expectations of the customers as a daily routine to expand business. No doubt, the prospects are often cold and their objections unpleasant, but it’s essential for telesales companies to find a way out to get results. You must devise ways to convert rejections into opportunities in order to take the sales process forward. Mastering the art of cold calling is vital even in this age of online marketing methods since every business relationship invariably begins with an energetic, meaningful conversation between a sales rep and an interested customer.
Following are some ways for making your cold calling more effective and result-oriented.
Making every call count
Telesales companies perform a very tough job, the person at the other end of the phone line may not always be the intended recipient. Do not lose a golden opportunity, however, by panicking and hanging up too soon. Try to make every call count by persisting for a while, this is cold calling all about. You can still get something out of the call even if the recipient is not the intended one. Ask for a referral, some inside information about the organization, the contact details of the right person, and so on, and get some value for your call.
Keep the call going long enough
Make sure the call doesn’t end too soon. Even if the prospect is already engaging some other agency or is getting it done by an in-house team, just try to get a foot in somehow. By keeping the call going a little longer, you will be able to get some useful information, like whether they are having problems with the current vendor, whether you can offer a better solution etc. If you succeed in convincing them about your credentials, you might get a small opportunity which could open the doors of a big company for you in future.
Don’t be disheartened
Success and failure are two sides of the same coin, never be disheartened even if the person at the other end doesn’t show any interest. Getting some useful business information will help you in future. Keep the call going without losing heart, explore possibilities and you could offer them your products at a later date. Make use of every opportunity to gather the information you can, it will serve you well.
Mastering the art of cold calling enables telesales companies to improve their results in this era of ever-intensifying global competition. You can improve your results dramatically by making every call count, not allowing the calls to end too soon, and not getting disheartened when your proposal is rejected.
