As an industry, telemarketing has quite a reputation. In the past, it’s been known for a lot of tricky and stale sales tactics that didn’t make anyone feel good about what they were doing. That’s all changed now, and winning in telemarketing means going the extra mile.
Boomsourcing takes telemarketing seriously. We do all we can to give our clients the best possible service. Reach out to us to learn more about what that means for your organization! Meanwhile, here are three important ways telemarketers can do good while closing more deals.
Winning in Telemarketing Means Being Positive
The value of positivity is almost impossible to overstate. Few people like working with those who bring up unpleasant aspects of life for no reason. Sure, on a sales call you have to highlight specific pain points, but then you show how your product solves them!
What we mean here is not to start calls talking about bad weather or traffic and the like. Winning in telemarketing means starting every call with a forward-looking and optimistic comment. The feelings such comments generate will put prospects in a more open and happy frame of mind. This improves the likelihood of a sale.
This one’s going to sound a bit “salesy,” but the reason sales and marketing professionals do it is because it works.
You know how pretty much every company refers to itself as “the leading” or “number one” firm in their industry? Those terms are almost meaningless due to overuse. They put both the company representative and their prospects in a more opportune frame of mind, though. The label creates the reality, in a way. The company is “number one” for that prospect in that moment. And who doesn’t want to do business with the best?
It works in the other direction as well. Every customer should be treated and referred to as “one of our best customers.” It makes them feel special, and it makes them want to continue such a special relationship. Likewise, pay a prospect a sincere compliment about what a pleasure it is to do business with them. It will make them want to do more business with the person or company that compliment came from.
So now we’ve covered not being negative, and the value of positive labels. How does that work when it comes to discussing your competition, though? You want your prospects to compare you favorably to them. So, would it work to set aside the positivity in that context, and speak ill of their products or service?
There’s an interesting feature of human psychology, called spontaneous trait transference. People listening to us take the way we describe others, and they apply it to us regardless of any logical reason. Whatever good things you say about other people, your listener will think of you as having those same good traits. And whatever you say against another, they will think you have all the same problems. It’s automatic, and it leaves us with a powerful lesson:
What you say about others is what you are in the eyes of others.
So what should you do about discussing your competitors?
If push comes to shove, always be kind. To create the most favorable contrast possible between you and them, though, leave them out of the conversation. If asked, go for “no comment.”
Winning in telemarketing is a question of attitude. Whether it’s the will to play the numbers game, or the passion for the product, or the tone you convey on a call, it’s the same.
Having a positive attitude is everything in this business!