Does the Telephone still work?
Yes! Absolutely! Used correctly the Telephone is a
powerful engagement and prospecting tool.
I think a lot of people shy away from it quoting things like
- I can’t reach anyone.
- I won’t get past the gatekeeper.
- the phone doesn’t work anymore, it’s all about digital.
The Telephone
will deliver results if used properly, most of the above in my opinion is procrastination, not feeling comfortable with calling, even limiting beliefs on the process, all these are false assumptions and something you’ve got to push through.
Being prepared helps massively, when we make the call, we know there are going to be three outcomes.
1. We get the prospect.
2. We get the Gatekeeper.
3. We get voicemail.
Each requires a different response and being prepared and comfortable with each is key.
This is where scripts
can help, I’m not a fan of scripts, you want to natural, energetic, passionate with your tone and language, scripts can hinder that, but they can help in the early stages making us feel comfortable, giving us a bit of a protection as we deal with the three outcomes above. Ultimately, we want to move away from them.
In leaving a Voicemail you don’t want to be thrown off guard and leave an awful message, people use voicemail as a screening process, so it needs to be slick, positive, succinct. If you leave a poorly recorded voicemail what are the chances the prospect will call you back?
When making the call, make it about them, not about you. Speak with energy, passion and believe in yourself, and be prepared, all as previously stated.
Existing Customers
With existing customers it’s a superb way of keeping engagement, Customer experience and satisfaction
are differentiators, keeping in touch is priority!
There are also opportunities here as well, calling to ask for feedback on the product and service your customers have bought, asking for referrals, calling back as you’ve taken their feedback and enhanced your product and service (they might well be interested in upgrading).
Keep Records
Always keep track of your conversations, outcomes, dates, times, and above all else ensure it goes into your CRM database (Customer Relationship Management). Make time, particularly if you’re out and about, to scroll through your call log on your mobile recording the times and conversations.
Benefits
- Direct Conversation with People You Want to Meet
- Powerful & Under Control
- Relatively Low-Cost Approach in Reaching Your Audience
- Builds Rapport & Creates a Personal Connection
- Fastest Path to Cash
The Telephone is here to stay, so use this Powerful Engagement Tool.
If you need help with anything in Getting and Keeping Customers to Thrive and Grow
then please do get in touch by 'clicking here'
