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The Top 3 Communication Advices Every Marketer Should Need

The Top 3 Communication Advices Every Australian Telemarketer Should Need

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The Top 3 Communication Advices Every Marketer Should Need

As a telemarketer, it is essential to make use of certain communication techniques to achieve desired results. Like it or not, the likelihood of getting a confirmation, a subscription, or a closed sale relies heavily on how engage your prospect’s in a conversation.

If you want to get better chances in your marketing activities, you can always use these important tips to effective communication, courtesy of author Devon Smiley via Business 2 Community.

1)   Speaker Notes

The Top 3 Communication Advices Every Marketer Should Need - Speaker Notes

Don’t jump into a conversation (or webinar, or call, or negotiation) without some sort of speaker notes to guide you. The idea here is to have a few bullet points listed, along with some key info-bites to guide you. Don’t write out a giant script – trust me – when you break out the script, the energy changes. You might get all your points across, but people will have stopped listening. (And how are you going to be persuasive if they aren’t listening?)

 

Try this: List out your 3 main goals for this discussion (or webinar, or call…you get the idea). Then, give yourself 2 info-bites for each of those goals.

For example:

  • Goal 1: Convince of the benefit of a design upgrade
  • Info-bite 1: Iterative period on the web now is X months
  • Info-bite 2: Conversion stats for current site = x%

Create your Perfect Telemarketing Script with this FREE GUIDE!

 

2)   Communication Audit

The Top 3 Communication Advices Every Marketer Should Need - Communication Audit

 

As uncomfortable as it might be, one of the best ways to improve your spoken communication is to record yourself, and then listen to it, paying attention for any vocal ‘ticks’ you have. Remember how in school certain teachers would use the same word over and over again, and you would put little hashmarks at the top of your notebook each time they said it? Do the same thing for yourself. This way, you’ll know what specific speech patterns are breaking down your credibility and persuasiveness.

 

 

Try this: Here are some of the frequent vocal ticks I notice. Use this as your starting point for your Communication Audit.

Overused words/phrases:

  • Uhhhhhhhh
  • Ummmmm
  • Like
  • Kinda
  • Just
  • Basically
  • At the end of the day

Styles of speaking:

  • Mumbling
  • Speaking too quickly
  • Raising your tone at the end of statements (and turning them into questions)

3)   Take The Time

Sometimeswhenwe’rereallyexcitedornervousaboutsomethingwecantalklikethis.

And we need to stop doing that.

The Top 3 Communication Advices Every Marketer Should Need - Take The Time

Coming across as calm and poised in a conversation or when delivering a presentation is the surest way to bump up the impact.

Take a deep breath before starting to speak. Pause occasionally for another one.

If you’re asked a question, take the time you need to formulate your answer, rather than winging it and winding up with a garbled response. (Truth: It’s tempting to think that we need to come up with quick answers…when really, a thoughtful, accurate response shows far more expertise than being the first person to blurt something out)

 

Taking the time you need also means taking the time to practice. With every discussion you have, webinar you present, or training call you host – your voice will get stronger, and so will your message.  Go beyond the usual lead generation!

 

 

Read more B2B Marketing and Sales tips - Callbox Blog Australia

 

Managing Customer Expectations - Then Use Telemarketing To Help You

Managing Customer Expectations? Then Use Telemarketing To Help You

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Managing Customer Expectations - Then Use Telemarketing To Help You

When it comes to nurturing sales leads, one should not let your telemarketing efforts go to waste. Indeed, every customer you win and keep is an extra dollar to your pocket. You see, getting new customers can be a very expensive B2B lead generation activity. If you can keep your business contacts, then why not do so? This is actually a very smart marketing move. Which leaves us one important question: how do we keep our customers then? By properly managing their expectations. How you do that will depend on the kind of business you have but, as a rule, there are some steps that do not really change at all. Are you ready to know them? These are:

    1. Going beyond seller/buyer –  you need to build a stronger relationship with your prospects, that is why you should extend every effort to engage them in meaningful conversations, ask them about their family, what they do during their free time (if that is possible). Going a little deeper in your relationship will work wonder for your appointment setting campaign.
    2. Communicate regularly with your B2B leads – in the event that a sale is not immediately apparent, do not despair. Just invest in having a conversation with them, or provide them with answers to their questions. And if they do buy from you, make sure that you are always in communication with them. Remember, customized mobile applications for businesses can have that occasional bug. Being in constant contact with them will help you know when a problem crops up in your product.
    3. Find agreement in your plans – unless you and your customer agrees on goals, strategies, and deadlines for your business, there is always the risk that they do not understand what success is and how it should be measured. Too often, what they think is great sales may be mediocre in our own charts. You should fix that by providing reliable information before they make a major decision. That will help clear things up and set thing in stone.
    4. Act as their counselor – sure, problems will never go away from your customer’s business; this is why they have to keep on dealing with it. And there will be times when they face an issue that is really serious that the need some help, probably a sounding board for their introspection to a solution. You can play that role. In fact, give them advice, direction, and wise counsel. They will appreciate that, and will make them more likely to return to you.
    5. Listen properly – too often, especially in those overly aggressive telemarketing campaigns organized by amateurs, listening is the last of their to-do list. They just want to talk and talk, without giving the other party a chance to voice their concerns. Professional telemarketers will not do that. Indeed, they will give their prospects the chance to talk about what troubles them, and these marketers will really listen.

It is all about managing, you see. If you can do that right, then you have a lot of possibilities of success in your B2B lead generation campaign.

The Psychology of Outbound Telemarketing: Assessing Prospects’ Personalities

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The Psychology of Outbound Telemarketing - Assessing Prospects’ PersonalitiesTalking to another person is part of human’s basic natures. It’s not supposed to be a complex system or an art to be perfected. However, in instances where the manner of conversation would determine how a certain goal is reached, it is very important to know various types of personalities. In the commerce of b2b outbound telemarketing and lead generation, talk is money. And conversations run the business.

Sales leads are generated prospective clients are contacted by professional telemarketers and attempt to engage them into a meaningful, information-oriented discussion of a potential business partnership. But because each person is so dynamic – and sometimes erratic – there should be a structure of profiling and assessment for telemarketers to craft the best approach towards each personality type.

There are four established social styles that customers may employ:

The Driver
Drivers are talkers. They like to run the show. They don’t want to be dictated on what they need to do, and they don’t want to be told what they already know. They want telemarketers to get to the point in the least amount of time, and then they throw a lot of unrelated questions simultaneously. Some of those questions need not be answered, and the challenge is to have them listen – which could be a difficult task especially if they’re not interested by default. It is very uncommon for Drivers to admit that they are interested with the product, but once they do, it’s genuine. The rule is to never interrupt them in their streak of monologues.Wait for that rare, miniscule window of opportunity.

The Analytic
The term itself can be intimidating, and indeed, this social style is a no non-sense type. Analytic ones dwell on the most specific of specifics, and unlike Drivers, they only throw questions which are relevant. They actually like to be drawn into a thorough discussion of the goods or services, and they don’t mind if the telemarketer does all the talking. Are they interested? One can never tell. They just like to gather as many information as they could and analyze them in a discreet, swift manner. These are common in software and IT products and services companies where most decision-makers are experts in their field and are usually subtly technical in the way they converse.

The Amiable
Talking to Amiable ones is a walk in the park, but usually unproductive. These are people who have absolutely no problem with spending precious time on the phone with telemarketers who may or may not present benefits to them or their company. They are not necessarily talkative; they just enjoy the “act” of talking to people. They would answer any reasonable questions, agree to appointments if they have the time, and even respond to surveys, emails and follow-ups. The quality of their interest can be dodgy and tentative,therefore, this level or receptiveness doesn’t automatically equate to sales leads.

The Expressive
Expressive ones have all four social styles rolled into one. They like to talk, analyze and make friends. While Drivers may bombard telemarketers with all the questions and objections, Expressive ones would blab about how their business is going, what’s happening with their current provider, or how they indeed require such external services, etc. They’re the type who knows what’s going on with their business; they are open to ideas and services and would consider every one of them as much as they can. They can be very accurate on describing their business needs, and with the right questions, they may turn into solid sales leads.

Every unique individual deserves a distinctive approach to telemarketing, and it all comes down to having the right knowledge and skills to “assess” common behavior. The last thing a telemarketer wants is to employ a style that would “clash” with the prospective client’s personality, thus reducing chances of a potential business opportunity.