How to pitch over the phone
The sales pitch… the holy grail of effective B2B telemarketing and lead generation. Delivering a perfect sales pitch every time is a skill that needs developed and there is no ‘one size fits all, that said there are some tools that you can use to ensure that your sales pitch meets the needs of your prospect. When you are face to face with people you can use all sorts of tools and pick up on body language, over the phone, you can’t rely on visual cues, making it that bit harder to pitch effectively. Don’t worry – we’ve pulled together some top tips to help you hone your pitch…
Explain why you are calling
Sounds simple doesn’t it, however you would be amazed as to how many people launch straight into product benefits without first outlining the reason for their call – to help the customer with a need that they have. Outlining how you can make the prospects life easier is the best way to get off on the right foot in B2B telemarketing
Make sure that you have done your research
Do you know what projects your prospects have coming up? What you can tell them about success you have had in similar industries? It is critical that you have done your research and know the basics about your target, imagine you received a sales call and the caller couldn’t pronounce your name properly? Instant turn off! Make sure you know the person and the business they operate in and you will make a positive impression that is conducive to your pitch.
If you know a hot stat on the particular industry that the prospect is working on – use it! Quote stats from similar campaigns – anything that highlights your skills and knowledge in the area will put a positive spin on your pitch. Don’t fall into the trap of quoting stats for the sake of it though, unless it is highly relevant to your call it will do more harm than good.
Focus on the benefits
A sure fire way to make the lead think that your call is a generic sales one is to talk through benefits that aren’t specific to them, for lead generation to be effective you should focus on how your proposition will benefit them – generate more sales, save cash – give real examples and don’t be vague.
Put the onus on them
Asking open questions and allowing the lead to talk as opposed to answering closed questions with ‘yes’ and ‘no’ this gives you the opportunity to tailor your pitch accordingly and mention details that are relevant that perhaps you hadn’t thought of. Examples of open questions could be along the lines of: how much do you want to grow your business by? Who could answer negatively to that?
Keep it personal
We’ve already hinted at it but it is important to remember that every telemarketing sales call is different even if the product you are selling is the same. Ensure that you match the tone and cues that you are given by your lead to build rapport – and don’t stick to rigid scripts – instead use structured conversations for maximum impact.
Leave it to the professionals
At The Lead Generation Company we have a highly skilled team of B2B telemarketers. With an average age of 35 we have the necessary life experience to talk to our leads in an authoritative and professional manner, steering away from scripts we use structured conversations to get the best possible results for our clients.
Give us a call on 0333 344 3470 to discuss how we can help drive your business leads.