First Impressions and How They Can Boost Your Sales
Meeting new people is part of everyday life. In both social and business situations you are often expected to speak with complete strangers and have productive conversations. If you think back to the most memorable first meetings you’ve had, what sticks out in your mind? Generally speaking, people remember these situations because they were either very good, or the exact opposite. When it comes to your business, you want to make sure every first conversation you have is a good one. You never know who you will end up speaking with when you begin your marketing campaign. It’s possible that you may get through to the buyer, or you could get sent straight to voicemail. No matter what the situation you should always do everything you can to make a good first impression. Anyone who is familiar with B2B telemarketing services knows exactly how important the first conversation is to your sales. If you are able to get your point across in an informative and friendly manner, you will see quick improvements in your lead nurturing process. Before you dial the next phone number, consider a few suggestions as to how you can make better first impressions.
When to Use Small Talk
It may seem trivial to some, but knowing when to incorporate small talk into conversation can be incredibly effective. The first time you reach out to a new business, try and measure how the other person responds to you. Your contact on the other end could mention what a nice day it is. This is often an indicator that they would not mind a little back and forth. Keep it simple and mention broad topics that anyone could relate to. Sporting events, award shows, and the weather are all reliable conversation starters that can give you a bit of insight into their personality. On the other hand, it is good to remember that some people just want to get down to business. If your mention of who won best picture gets a negative response, it is best to move on. Reading people is helpful to your cold calling technique in that it will help you communicate in a way that many salespeople ignore. Use a little small talk to your advantage and become one of the good calls that people remember.
How to Make Your Pitch
Your first conversation with a new company is just a starting point. You always hope you will make a sale right away, but you are also aware of how rare that is. Most of the time you describe what you are selling and try to spark some interest. When a person is hearing about your business for the first time, they do not want to be bombarded with facts and figures. Instead of reading them a novelization of your instruction manual, try taking a “less is more” approach. Sum up what you do with a few sentences and then just go over the highlights. Too much information can overwhelm a customer and cause them to tune out. They are busy with their own company and probably do not want to be on the phone with you all day. Keep your speech brief and then ask if they have any questions. It is at this point that you can go into more detail. It took you some time and energy to learn everything about your service, you can expect other people will need that time too.
Ending the Call
Getting off the sales call is never as easy as a simple goodbye. Some will be in a rush to hang up, but you should always do everything you can to schedule a follow up. Cold calling is effective, but you did just interrupt somebody’s day. Keeping your sales pitch brief and letting the client know that you would like to get in touch with them when their schedule allows shows that you respect their time. People typically respond better when they feel they are being appreciated. Ask when would be a good time to speak again and let them know you will be in contact soon. Write down the time and date of your follow up along with any interesting pieces of conversation that you can use later. Your attentiveness will pay off in the long run. Don’t be discouraged when you feel like you’re being rushed off a call. Other businesses are just as busy as you are. All you have to do at the end of a first meeting is talk about your next one. At this point in the relationship, a follow up call is almost as important as the sale itself.
You only get one first impression. You always hope it will be positive, but there’s really no way to know in advance. No matter which type of B2B telemarketing services you use, your first call will always be the most important. It will set the tone for every point of contact afterward. Being prepared for different situations will give you an edge. Small talk can be a great ice breaker if you know when to use it. From there you can steer the conversation from the World Series straight into your business. This will make people feel more like they are talking to a colleague than a salesperson. Keep your pitch short and sweet and only get into specifics if asked directly. When you respect their time, they will respect you. By the time you end the call, you will have hopefully gotten off to a good start and can schedule a meeting with them if the future. Securing a second call will increase the possibility of a sale dramatically. Think back again to all your first impressions. The good ones will always stick in your head for a reason.