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Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

//by:

The 5 to 5 Calling Rule In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.  Related: Multichannel Marketing: Is It Worth Adopting To?  In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.  Goal During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.  Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.  Thus, the  “5 to 5 Rule” was created.    Process The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:  Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.  Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.  Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.     Real-time Monitoring Chance Rate at Second Intervals  5 seconds Rule of Calling Inbound Leads  Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton     Conversion Chance Rate by Minute Intervals  Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)  The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!  Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.  This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.  You might also like: A Case Study: How Telemarketing Boost Online Advertising  Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.  Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.  Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’     Results The team saw a spike in Leads, Proposal Rates and Closes. Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.  Callbox  2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)  The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

Related: Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.

This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.

Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’

Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox  2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

Originally posted at Callboxinc.com

 

 

Read more sales and marketing, Check out Callbox Blog

Learn more about how we generate leads for Businesses in Australia!

Dial +61 2 9037 2248

 

 

Are you a Sales Pro or a Sales Wannabe? [VIDEO]

/in //by:

Becoming a sales pro comes through learning and practice. Sales experts believe that a person’s attitude and personality play an important role in becoming a successful salesperson.

Watch this video and learn how you could close more sales and be that Sales Pro you want to be.

 

 

 

Transcript:

Competence

Sales Pros aim to get better. They invest in their own self-development. They don’t boast about their experience but  but do whatever it takes to become more efficient in their work.

Sales Wannabes consider their work as “just a job”. They show up and get their paycheck. They don’t invest in learning. They think it’s the company’s job to train them.

Tip: Better to teach your sales reps to sound more natural over the phone

Communication

Sales pros connect with prospects and engage them in conversation. They build relationships. They instill an impression of confidence and make you feel that you picked the right salesperson.

Professionals figure out a way to get through and get in but sales wannabes whine about how hard it is to get to buyers.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

Customer-First Attitude

Sales Pros know that customers buy because they want to, regardless of the reason, not because you’re good at selling. They start by examining what their prospects want.

Sales Wannabes don’t care whether prospects buy or not. Oftentimes, they sounded like they’re not interested in what they’re doing and that prospects are keeping them from more important things. Here’s How to Gain Prospect’s Trust.

Reliability and Responsibility

Sales Pros do what they say they’ll do. They call on time and show up earlier than the scheduled meeting.  You can count on them, whatever it takes.

Sales Wannabes don’t care about your time, following the schedule that’s convenient only for them. They are often late for a scheduled meetup or sales call.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Poise

You can tell a lot about a person based on how they react in every situation. Sales Pros are always calm and continue with the conversation even when dealing with tough gatekeepers or prospect’s objections.

Sales Wannabes are defensive when dealing with prospect’s objections. Most of the time, they’re the first one to hang up the phone when dealing with irate prospects.

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

If you’re still part of those Sales Wannabes, but want to make the switch to being a Sales Pro, don’t worry.  Apply these 5 characteristics of a good sales pro, and you’ll get there.

 

Learn more sales and marketing tips today!

Get a boost on your sales and revenue, Talk to our Marketing Consultant

or Dial +61 2 9037 2248

 

 

 

 

 

Why You Shouldn't Ask, "Is this a bad time to talk?"

Why You Shouldn’t Ask, “Is this a bad time to talk?”

/in //by:

Why You Shouldn't Ask, "Is this a bad time to talk?"

Most decision makers are busy. So you have to know when is the best time to call them. Just because they answer the phone doesn’t mean they’re available to talk to you. This is why most sales reps asks, Is this a bad time to talk?

Salesperson asks this question to show respect for their prospect’s time.  However, starting off your introduction with “is this a bad time?” indicates a negative thought that you are about to ask for a longer time to pitch in your product. To them,  it may also mean you are about to waste their time by selling something they don’t need.

Here are the 5 reasons why sales reps should never ask this question.

  • You’re stating the obvious.

Calling a prospect means you are about to interrupt them from what they’re doing. So it’s like asking the prospect, “Is this the best time to interrupt you?”

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

  • You’re making the prospect realize about their workload.

When a salesperson asks, is this a bad time means you’re reminding the prospect how annoying you are for calling them when they have a lot of things to do. Leaving them wanting to answer you, “Yes, it is.” or “I’m actually busy right now.”

Related: Calling a Prospect on a Bad Day. What Should you Do?

  • You’re losing the opportunity.

When prospects are too busy and is not expecting an important call, they won’t answer the phone. But the fact that he picked up the phone means they are available to talk for a short period of time. However, if they felt like they’re being interrupted by a nonsense salesperson asking if it’s a bad time, they are more likely to say “no” and brush you off.

Related:  How Many Call Attempts Should You do Before You Surrender a Lead?

  • You’re placing your prospects on the defensive mode.

Asking the prospect “Is this a bad time to talk?” shows respect by allowing your prospect to decline your call if they’re not available. At the same time implying that you want some of their time. However, you’re encouraging the prospect to be defensive and protect their limited hours by rejecting your call and hang up on you immediately.

Related: The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

  • Prospects expect it.

If you start your call with a traditional “salesy” pitch such as “How are you doing today?” and  “Is this a bad time to talk?” you’ll find the call to end before it even begins. Skip the sales questions part that the prospects usually hear from sales reps. Here’s how to gain prospect’s trust

When calling a prospect, you’re trying to earn a minute of their time. And in sales call, time is precious. So always make it short and brief. Be direct to the point and provide prospects with something valuable.

 

What have you missed: Lead Generation Statistics in Australia You Wish You Knew Before

 

 

Learn more sales and marketing tips today!

Get a boost on your sales and revenue, Talk to our Marketing Consultant

or Dial +61 2 9037 2248

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

 

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

/in //by:

The 5 to 5 Calling Rule In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.  Related: Multichannel Marketing: Is It Worth Adopting To?  In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.  Goal During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.  Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.  Thus, the  “5 to 5 Rule” was created.    Process The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:  Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.  Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.  Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.     Real-time Monitoring Chance Rate at Second Intervals  5 seconds Rule of Calling Inbound Leads  Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton     Conversion Chance Rate by Minute Intervals  Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)  The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!  Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.  This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.  You might also like: A Case Study: How Telemarketing Boost Online Advertising  Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.  Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.  Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’     Results The team saw a spike in Leads, Proposal Rates and Closes. Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.  Callbox  2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)  The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

Related: Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.

This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.

Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’

Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox  2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

Originally posted at Callboxinc.com

 

 

Read more sales and marketing, Check out Callbox Blog

Learn more about how we generate leads for Businesses in Australia!

Dial +61 2 9037 2248

 

 

Are you a Sales Pro or a Sales Wannabe? [VIDEO]

/in //by:

Becoming a sales pro comes through learning and practice. Sales experts believe that a person’s attitude and personality play an important role in becoming a successful salesperson.

Watch this video and learn how you could close more sales and be that Sales Pro you want to be.

 

 

 

Transcript:

Competence

Sales Pros aim to get better. They invest in their own self-development. They don’t boast about their experience but  but do whatever it takes to become more efficient in their work.

Sales Wannabes consider their work as “just a job”. They show up and get their paycheck. They don’t invest in learning. They think it’s the company’s job to train them.

Tip: Better to teach your sales reps to sound more natural over the phone

Communication

Sales pros connect with prospects and engage them in conversation. They build relationships. They instill an impression of confidence and make you feel that you picked the right salesperson.

Professionals figure out a way to get through and get in but sales wannabes whine about how hard it is to get to buyers.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

Customer-First Attitude

Sales Pros know that customers buy because they want to, regardless of the reason, not because you’re good at selling. They start by examining what their prospects want.

Sales Wannabes don’t care whether prospects buy or not. Oftentimes, they sounded like they’re not interested in what they’re doing and that prospects are keeping them from more important things. Here’s How to Gain Prospect’s Trust.

Reliability and Responsibility

Sales Pros do what they say they’ll do. They call on time and show up earlier than the scheduled meeting.  You can count on them, whatever it takes.

Sales Wannabes don’t care about your time, following the schedule that’s convenient only for them. They are often late for a scheduled meetup or sales call.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Poise

You can tell a lot about a person based on how they react in every situation. Sales Pros are always calm and continue with the conversation even when dealing with tough gatekeepers or prospect’s objections.

Sales Wannabes are defensive when dealing with prospect’s objections. Most of the time, they’re the first one to hang up the phone when dealing with irate prospects.

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

If you’re still part of those Sales Wannabes, but want to make the switch to being a Sales Pro, don’t worry.  Apply these 5 characteristics of a good sales pro, and you’ll get there.

 

Learn more sales and marketing tips today!

Get a boost on your sales and revenue, Talk to our Marketing Consultant

or Dial +61 2 9037 2248

 

 

 

 

 

Why You Shouldn't Ask, "Is this a bad time to talk?"

Why You Shouldn’t Ask, “Is this a bad time to talk?”

/in //by:

Why You Shouldn't Ask, "Is this a bad time to talk?"

Most decision makers are busy. So you have to know when is the best time to call them. Just because they answer the phone doesn’t mean they’re available to talk to you. This is why most sales reps asks, Is this a bad time to talk?

Salesperson asks this question to show respect for their prospect’s time.  However, starting off your introduction with “is this a bad time?” indicates a negative thought that you are about to ask for a longer time to pitch in your product. To them,  it may also mean you are about to waste their time by selling something they don’t need.

Here are the 5 reasons why sales reps should never ask this question.

  • You’re stating the obvious.

Calling a prospect means you are about to interrupt them from what they’re doing. So it’s like asking the prospect, “Is this the best time to interrupt you?”

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

  • You’re making the prospect realize about their workload.

When a salesperson asks, is this a bad time means you’re reminding the prospect how annoying you are for calling them when they have a lot of things to do. Leaving them wanting to answer you, “Yes, it is.” or “I’m actually busy right now.”

Related: Calling a Prospect on a Bad Day. What Should you Do?

  • You’re losing the opportunity.

When prospects are too busy and is not expecting an important call, they won’t answer the phone. But the fact that he picked up the phone means they are available to talk for a short period of time. However, if they felt like they’re being interrupted by a nonsense salesperson asking if it’s a bad time, they are more likely to say “no” and brush you off.

Related:  How Many Call Attempts Should You do Before You Surrender a Lead?

  • You’re placing your prospects on the defensive mode.

Asking the prospect “Is this a bad time to talk?” shows respect by allowing your prospect to decline your call if they’re not available. At the same time implying that you want some of their time. However, you’re encouraging the prospect to be defensive and protect their limited hours by rejecting your call and hang up on you immediately.

Related: The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

  • Prospects expect it.

If you start your call with a traditional “salesy” pitch such as “How are you doing today?” and  “Is this a bad time to talk?” you’ll find the call to end before it even begins. Skip the sales questions part that the prospects usually hear from sales reps. Here’s how to gain prospect’s trust

When calling a prospect, you’re trying to earn a minute of their time. And in sales call, time is precious. So always make it short and brief. Be direct to the point and provide prospects with something valuable.

 

What have you missed: Lead Generation Statistics in Australia You Wish You Knew Before

 

 

Learn more sales and marketing tips today!

Get a boost on your sales and revenue, Talk to our Marketing Consultant

or Dial +61 2 9037 2248

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

 

Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

/in //by:

Whether you’re doing telemarketing, writing an email to your prospect, posting on social media or writing a blog, we can’t avoid making mistakes. But that shouldn’t prevent you from learning and improving from it.

In sales, most prospects won’t let you know when you commit an error. Instead, they’ll choose not to consider what you’re offering and pick your competitor over you. As a sales rep, of course you don’t want this to happen, right?

We’ve identified the common sales mistakes that annoy your prospects and how to avoid them.  Here they are.

Lack of product knowledge

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

To some sales reps, generating a qualified sales lead is hard because they don’t have enough information about their product or services. When doing lead generation and appointment setting, it is important to know everything about your product or service. Knowing its features and benefits means you are ready to offer solutions to your prospect’s issues and challenges. 

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust


Tip #1: Never stop learning. Understand and always update your knowledge of what’s new about your product or service.


Talking more than listening

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

When calling a prospect, most of the time sales reps talk more than they listen. It is important for a salesperson to focus on what the prospect is saying rather than what you’re going to say.

In every sales call, you’re not just gathering information but building a relationship at the same time. When talking to someone over the phone, only highlight the features and benefits of your product. Most of the time, sales reps assume that upon introducing your company, prospects understand the value of what you’re offering.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson


Tip #2: In every call, there should be 20% talking and 80% listening to understand the prospect’s problem and offer the right solution. Also, explain upfront the features of your product and inform them how it can benefit their business and why they should want to buy from you. Here’s Why Listening is an Important Component in Telemarketing


Neglecting your prospect

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

One of the reasons why businesses fail to sell is because they neglect their prospect. Most sales reps focus more on how to sell, not on how they can help their prospect’s business grow. Salesperson has this mindset that they have enough prospects to call so getting more uninterested prospects is okay. Don’t let this happen, re-engage with warm prospects who have gone cold.


Tip #3: When calling focus on how you can contribute to their business growth. Make your product or services relevant to their business needs.


Now ask yourself, “Have you been making any of these dumb sales mistakes that cause bad sales results?”

These mistakes can kill opportunities even to those who have the best intentions so make sure not to commit these blunders when doing lead generation.

 

Learn more sales and marketing tips today!

Get a boost on your sales and revenue, Talk to our Marketing Consultant

or Dial +61 2 9037 2248

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

 

Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

/in //by:

Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Do you easily get your prospect’s trust?

A great salesperson’s goal when doing lead generation is to get interested prospects and eventually close a sale. In order to do this successfully, sales reps must gain the trust of their prospects. Prospects can sense it when you called and all you can think of is your paycheck.

According to Salesforce.com, here are some ways to help gain your prospect’s trust:

1) Speak with authority

Being authoritative doesn’t mean being arrogant. Speaking with authority means speaking with confidence and being able to communicate honestly and direct to the point.

Examples of sales rep who speaks with authority includes:

  • Being able to express his feelings clearly.
  • Telling and showing prospects of their needs without threatening them.
  • Avoid swearing.
  • Handles prospects in a professional manner.
  • Listens and knows how to wait when to speak.

Learn how to Sound Natural over the Phone when Discussing With Prospects

Related: Lessons Learned from a Robot Telemarketer: Samantha West

2) Demonstrate credibility

Prospects don’t like telemarketers because they think they’re fraud. Prospects are interested in speaking with a person or a company with established credibility. Someone who can take care of their needs and not just anyone whose purpose is to waste their time selling unnecessary things.

Build credibility with your prospects by:

  • Being human – unique and honest
  • Watch your grammar and language
  • Be punctual. It matters! It implies that you care.

Related: Re-engage with Warm Prospects Who Have Gone Cold

3) Listen

A lot of salespeople are guilty on this one. Listening doesn’t only mean hearing your prospect. It also means understand what the person on the other line is saying at the same time engaging them into a conversation.Here’s Why Listening is an Important Component in Telemarketing

When you listen to your prospects, you will learn to read between the lines to look for possible opportunities and decipher the different buying signals of your prospects.

 

4) Value the prospect’s time

Prospect: I’m not available right now. I’m in the middle of something.

Agent: No problem. I understand. When is the best time for me to callback?

Time is gold! You’re gaining your prospect’s trust the moment you show value in his time. Plus, they are more likely to listen and remember you the next time you called.  

Related: The ‘PERFECT’ Timing to Call a Prospect

 

5) Respect their views

When a prospect asked you to send an email first and get back with him 2 days after doesn’t mean he’s no longer interested with what you’re offering. If you believe in your product or service, you’ll see this as a positive response. Respecting a person’s view means you’re giving him a chance to read and know your product more before having a deeper conversation about it. Plus, it gives you time to prepare for possible questions on your second call.  

What to do when faced with this situation? Tell the prospect, “Sure. I’ll send you an email right after this call. When is your most convenient time for me to give you a callback to discuss this further with you?”

Related: The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

 

 

Watch our SMART CALLING video and learn how to reach the right prospect at the right time. Enjoy!

SMART Calling (Sales & Marketing At The Right Time) from Callbox on Vimeo.

 

6) Show commitment

Agent: When can I call you back?

Prospect: Call me back on Monday at 2PM.

Agent: Sure. Talk to you then.

When you agreed to call a prospect, call back on the scheduled date and time. Most of the time, sales reps are excited to speak with their prospects ended up calling them earlier than the scheduled appointment. Others tend to forget to follow up. Showing commitment means you care and you respect your prospect’s time. It shows professionalism and implies that you mean business.

7) Be genuine

Be honest! Trying to be someone you’re not might lose your credibility as well as your chance to close the sale. When your product or your company doesn’t have what they’re looking for, be honest about it. If you don’t have the answer to your prospect’s question, here are some tips and tricks you can check into. Instead, tell them you’ll get back to them with an answer.  

For Example:

Prospect: How much does it cost?

Agent: I don’t have that information with me right now. What I can do is take of it and send it to you through email, would that work for you?

Gaining prospect’s trust is essential in B2B lead generation. It may be difficult to some reps but take note of the tips mentioned above when making calls to help you gain your prospect’s trust and increase your chances of closing a sale.

 

Build trust and Generate More Leads in Australia!

Learn more how to Nurture Prospects with Constant Communication

Dial +61 2 9037 2248

Knowing the Different Buying Signals Will Make You A Better Salesperson

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How Different Buying Signals Will Make You A Better Salesperson

“YES” is not the only sign that your prospect is interested with your product or service.

Buying signals are either physical or verbal signs that a prospect sends to indicate their interest. If you’re a salesperson, you must learn to know and identify the buying signals of your prospect in order to know what to say to your prospects when engaging them into a conversation and sound more natural over the phone.

When doing lead generation, you can tell if prospects are ready to purchase through the tone of their voice or nonverbal signals. These are called “buying signals” and as a sales rep, you need to be able to read them.

Closing a sale is all about the right timing with the right person. Here’s how to increase your close ratio.

So how can you tell of the prospect is ready to buy? Here are some words or phrases that will give you clues if the customer is ready to move forward and buy from you.

When prospect says “YES” 

Some prospects will tell you directly if they’re interested or not. If they say “Yes”, there is no need to convince them anymore. If the customer gives you this signal, all you need to do is to gather as much information about their current setup for you to know how you can help them provide a solution for their problem.

Related: Signs That Your Buyer is Not a Good Fit for your Business

The prospect asks questions about your product before you can even present it.

Interested prospects tend to ask questions. Sometimes, they would even interrupt while you’re introducing your product. When prospects initiate the conversation, they are more likely to be interested.

Related:  How Many Call Attempts Should You do Before You Surrender a Lead?

The prospects ask, “How much does it cost?”

Don’t confuse this as a price objection. A prospect asking for a price is telling you they are interested in buying your product. If you have the information handy, inform the prospect right away and set up for an appointment with your Consultant.

  • How to handle this question from the prospect

“Our price depends on the number of people who will be using it. If you want, I can have one of my Consultant give you a follow up call to discuss this further with you (Check for prospect’s availability).”

  • However, if you don’t have information about the price, you can inform the prospect

“I don’t have that information with me right now. Here’s what I can do for you, I can have one of my Consultant give you a follow up call to discuss this further with you (Check for the availability of the prospect).”

Then, gather as much information about their current setup so that your Consultant would know what to prepare during the follow up call.

Related: How to Defend Your Price

When prospects provide volunteered information even if you didn’t ask for it.

  • Examples of volunteered information:
  1. “We’re working with XYZ Company but we’re having issues with their service.”
  2. “What we’re using right now is outdated and we’re looking for a more updated product.”
  3. We’re having issues with our software right now. We can’t (enumerate all things they can’t do)
  • When prospects use words such as:
  1. We might consider
  2. We’re evaluating what’s available in the market.
  3. We’re looking to upgrade
  4. We’re currently in the market for…

The customer will let you know when they are ready to buy. It is the salesperson’s job to listen actively for signals. Listening to prospects is one major component in telemarketing. Salespeople should recognize these buying signals and respond appropriately to improve your awareness of the different buying signals and start responding appropriately with your prospects and eventually close a sale.

 

Re-engage with Warm Prospects Who Have Gone Cold

Re-engage with Warm Prospects Who Have Gone Cold

Increase your sales with proven and effective lead generation campaign in Australia

Dial +61 2 9037 2248 to learn more!

 

 

Teach Sales Reps to Sound More Natural Over the Phone

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Most prospects can tell if the caller is a telemarketer doing cold calls, unsolicited calls or a sales call. From the moment you said, “Hi, am I speaking with Bill Jones?” to the way you say your spiel.

Even if you’re an expert in sales, you may find yourself get confused and stutter when speaking with new a prospect on the phone.  That awkward conversation can make or break your prospect’s decision to listen to you or hang up the phone.

If you are a salesperson doing lead generation for a living, you have to pick up the phone to set appointments, follow up prospects, etc.—then you must learn to sound natural over the phone so your prospects, gatekeepers, or executive assistants won’t notice that you’re trying to sell something.

Here are the 5 things I did that helped me sound more natural over the phone and close more sales.

  • Know the reason why you’re calling and what’s in it for them.

Knowledge is power. I make sure I know everything about the product or service I’m offering – its features and benefits.  Before calling my prospect, I try to know my objective and why the prospect will take time and listen to me.  How to do this?

You can always ask yourself these questions before making a call:

  • Why are you calling today?  
  • What do you have to offer?
  • What will they get if they listen to you?

Preparation before placing a call helps me gain confidence. Plus, you are more likely to sound like you know what you are talking about so prospects will want to listen to you. Here’s a closer look inside the mind of your Australian prospects.


TIP: Practice your script with your colleague or with your sales manager to make sure your preparation will result to a smooth delivery when you’re talking to your prospect.


  • Be polite

Many sales reps still try to trick gatekeeper and assistants just to get hold of their prospects. And most of them are rude whenever they do this. Regardless if they are the person I wish to speak with, an assistants or a gatekeeper, I always use the following words when speaking with anyone over the phone.

  • Please.
  • Thank you.
  • May I…
  • Could you please…
  • That’s okay.
  • I understand.

Here are some phrases of courtesy that I use.

  • “Can you please direct my call to Bill Jones?”
  • “Thank you” (When Gatekeeper asked you to hold for her to transfer your call)
  • “May I have your name so I can address you properly in the email?“
  • “Could you please connect my call to Amanda Smith?”
  • “That’s okay. So when is the best time for me to call back for Bill Jones?”
  • “I understand. How about if I send you information for future reference? Would that work for you?”

You may be surprise how words like these can go a long way when speaking with anyone over the phone.

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

  • I make connections with my prospect

Build rapport with your prospect. How? Greet them and address them by their first name. It usually works for me especially if I’m making a connection with my prospects. Many sales reps are still using Mr. or Ms, Madam or Sir when speaking with prospects as their way to show respect, but I don’t agree on that. You can always show your respect with someone by being courteous and professional when speaking with them. Know the basic do’s and don’ts on telesales.


TIP: By using the prospect’s first name, you are starting the call equal without giving them all the power. Plus, you will sound like you know your prospect when you asked for their first name from the Gatekeeper.


  • Be brief: “Less talk, less mistakes”

Most sales reps get excited to say their spiel and explain the features and benefits of their product the moment they get hold of their prospect.  The more information you provide to your prospect may lead to an objection.

Be brief and direct to the point when introducing your company, saying your spiel and stating the purpose of your call.

Here’s a sample script I use when I introduce my company or state the purpose of my call:

“I’m with XYZ Company. We are a Microsoft Gold Certified partner and we specialize in MS Dynamics products.

I’d like to find out if your company has plans to evaluate or would consider changing your current software in 6-12 months?”

By being brief and direct to the point, prospect might think you mean business and is not calling to waste their time.

  • Listen actively

When doing lead generation, this is the most important of all. However, listening to what the prospect is saying is not enough. Listening and understanding what the prospect is actually saying is essential. It will help you know whether or not they are on their “buying stage” or not.

When you didn’t hear or understand what the prospect is saying, you can always ask him to:

  • Repeat what he just said
  • Elaborate what he means (for you to understand it well)

Reminder: Be careful as to how many times you are supposed to ask the prospect to repeat what he just said.  It’s a turnoff on the side of the prospect if you will ask him to repeat his answer more than twice.

These are the 5 things I usually do to sound confident and natural over the phone. They are easy to implement, so you won’t have a hard time adjusting your way of calling. Incorporate these to your own telemarketing techniques to minimize call reluctance and start making more connections by increasing your phone time with your prospects.

 

You might also like: Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

Lead Generation Statistics in Australia You Wish You Knew Before

How do you make your reps sound more natural over the phone? Share with us your story.

Read more interesting sales and marketing ideas on Callbox Australia Blog!