Qualify your quote requests by telephone

A prospect contacts you and wants a quote or a commercial proposal quickly? Several options are available to you: propose a meeting in person or by telephone with this person to discuss their needs, or spend time creating the quote without knowing if this is a prospect sincerely interested in your product/service. In both cases, it is obviously necessary to explore the opportunity to ensure that there is real interest in putting all your efforts into it. In this article, discover all our tips for optimizing your lead generation and effectively qualifying your quote requests by telephone.

Prepare your phone pitch

To successfully attract the attention of your interlocutor and convince them to sign a quote with you. It is necessary to personalize your message and structure yourtelephone pitchto maximize the impact of each exchange. Identify your targets to adapt your speech according to the person you will have in front of you.

Then set the objectives of your call. To engage your interlocutor, you must be brief and precise. Determine how to hook your interlocutor. To do this, you can talk to him about a subject that concerns his needs. He will then be more attentive to a conversation that provides concrete answers to his problems.

Your product or service must be perceived as a solution for your interlocutor. You must be able to make him understand through your argument that you are entirely capable of solving his needs, of meeting his expectations through the added value of what you are offering him.

Take the time to reread your phone pitch to adjust and perfect it.

Avoid negative connotations and phrases, and use simple words and sentences that are easy for your interlocutor to understand.

Finally, it is always best to test your telephone pitch to assess its relevance. Test it on a sample of prospects (without taking too many risks either!), also carry out a test with your internal teams to gather their opinions. Take notes on the identified strengths and weaknesses, and rework it little by little. It is also important that you yourself feel comfortable with your argument! Repeat it out loud until you understand it perfectly, and be convinced by your words yourself!

Involve your sales teams

The telemarketing teams will work hand in hand with the sales teams to determine the criteria that will allow you to improve thelead qualificationfrom the first interactions. Also note that by outsourcing your telemarketing campaigns, this will allow you to have quality resources to quickly take care of this phase in the sales cycle.

It is in your interest to work on this relationship between these two complementary teams. It is important to organize times for discussion between these two teams, to obviously establish a climate of trust, and to encourage mutual assistance. This will help avoid conflicts and misunderstandings. The alignment of these two teams requires a constant exchange of information with a view to continuous readjustments. The results obtained must be known to both parties. This makes it possible to identify areas for improvement, the best conversion levers, to optimize the responsiveness of sales teams, and to establish the history of interactions with your contacts.

Follow up with your customers after sending the quote

You have sent a quote to your customer and you still have not heard anything… Don’t lose hope, continue your efforts! Relaunch your customer! If after several quotes sent, you still do not receive a response, this may mean that you are in competition with other companies. Know that everything is not always a question of price. The relationship you can build with your prospect can weigh heavily against your competitors! Following up with your prospect is a sign of professionalism which demonstrates your motivation to provide a solution to the need identified by your interlocutor. It will definitely be appreciated! But be careful not to fall into a certain form of harassment, in which case it will be counterproductive.

It is therefore strongly recommended to space out reminders. Wait a few days after sending the quote to request it again to know its decision. If the customer doesn't respond, try calling them at different times of the day to find a time when they will be available. Finally, limit the number of calls per week (3 to 5 maximum) to avoid scaring off your prospects, and leave a voice message instead.

The use of the telephone is strongly recommended to follow up with your prospect, if he has not responded after sending your quote. A telephone exchange is always warmer, more direct, more constructive. The customer's decision-making can be accelerated if there is good contact between the two parties. If, however, you come across their answering machine, leave a voice message (re)introducing yourself, recalling the subject of your call, and (re)specifying the added value of your product/service taking into account the identified need. End your voicemail by asking if they have any questions about the quote they sent.

It's up to you!

At hipto, we are constantly refining our Conversociads© lead generation solution to help you qualify your quote requests by telephone. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

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