Telephone prospecting: techniques for optimising

Thetelephone prospectingThe Commission's proposal for a new approach to thetelesalesoriented generation of qualified leads, with a conversion rate of 45%1. The effectiveness of theTelephone startThe Commission has also taken the view that the Community's trade policy is not a matter of any real concern.2. On average, a company makes 52 daily calls to transform its business opportunities3.

Why is telephone prospecting still an effective tool?

Thetelephone prospectingestablishes a direct, human link with the consumer.

Benefits of telephone prospecting in the face of other channels

L-l-l-Call for Prospectingallows instant communication, but also a better qualification of needs. 71% of buyers prefer to be contacted from the start of their shopping journey4. More significant, 67% of prospects accept an appointment in case the trade speech is personalized5.

When to use the telephone prospecting for optimal impact?

Thetelephone survey campaignis more effective between 4 p.m. and 5 p.m., and then 11 a.m. to 12 p.m.6. Calls made from Tuesday to Thursday generate 46% more conversions, Wednesday being the most convenient day7Avoid Mondays, usually too heavy for your prospects.

Good to know: A call has more chance of succeeding if it is passed within 60 minutes following an interaction of the prospect with your company (downloading of document, e-mail, etc.)8

1https://blog.hubspot.fr/sales/statistiques-prospection-commerciale2https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/3https://blog.hubspot.fr/sales/statistiques-prospection-commerciale4https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/5https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/6https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/7https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/8https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/

Preparing for telephone prospecting: the keys to success

Onetelemarketer teamThe new regulations are based on a strong telephone argument and require specific call slots: Monday to Friday, 10 a.m. to 1 p.m., and 2 p.m. to 8 p.m.9.

Define clear objectives for each call

Yourtelephone prospecting scriptmust aim for a specific objective: qualification, appointment or direct sale. The aim is to structure the call, but also to adapt your commercial discourse to achieve a concrete result with your prospect.

Create a structured and flexible script

The quality of yourTelephone argumentdirectly conditions the performance of your calls:

• A maximum 30 seconds hook.

• Targeted qualification questions.

• Answers to common objections.

• A proposal of striking value.

Inform about the prospect before calling

The collection of advance information on the prospect should focus on:

• The browsing data on your website.

• History of previous interactions.

• Consumption habits, if available.

• Relevant socio-demographic information.

• Preferential contact times.

Techniques for capturing attention from the first seconds

The first 20 seconds determine 80% of the success of your prospecting call10.

Use sharp hooks

Your hook must quickly demonstrate your added value. Prospects are more receptive if you immediately present how your solution solves their problems11.

Adopt a professional, engaging tone

To optimize yourTelephone start:

• Keep a dynamic, smiling tone.

• Adapt your debit to your contact.

• Use strategic silences to generate commitment.

9https://www.economie.gouv.fr/dgccrf/comprendre-la-dgccrf/publications-et-kits-de-communication/un-nouveau-decret-pour-010https://www.appvizer.fr/magazine/relation-client/customer-relationship-management-crm/prise-de-contact11https://hipto.com/blog/prospection-commerciale/scripts-et-scenarios-de-prospection-hipto/

Ask open questions to initiate the conversation

Open questions encourage dialogue, especially when they are based on a genuineactive listening37% of unsatisfied prospects cite lack of listening, but also relevance as the main cause of failure12.

Managing objections: how to convince and bounce?

Objections are not obstacles, but natural steps towards sale.

Identify the most common objections

In the context of acommercial prospectingthe main objections of consumers are predictable13:

• "It's too expensive."

• "I'm not convinced."

• "I don't have the budget enough."

• "I'll think about it."

• "I want to talk to another person before I give my answer."

Answer objections assertively

Adopt the CRAC method forgenerate qualified leads:

• Creating the objection to understand its origin.

• Reword to show your listening.

• Argument with concrete evidence.

• Confirm the waiver of the objection.

Transforming objections into opportunities

Turn each objection into an opportunity through tangible evidence: customer references, case studies, numerical data, concrete demonstrations. The aim is to reassure your prospect, but also to demonstrate the quality of your product or service.

12https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/13https://bpifrance-creation.fr/encyclopedie/developper-lactivite-son-entreprise/vendre/negociation-comment-traiter-objections-dun

Closing your prospecting call: getting a concrete commitment

The end of the appeal is decisive: it is time to turn the interest of prospect into a concrete commitment.

Techniques for an effective conclusion

To optimize your conversion rate:

• Use the alternative technique: "Do you refer Tuesday 10 a.m. or Thursday afternoon?"

• Summary of the points of agreement.

• Systematicly set the next step.

• Confirm immediately by e-mail.

Follow-up to strengthen relationship

Persistence is key: more than eight in ten sales are made after five in-depth telephone exchanges14. Yet only 30% of first calls are followed by a recovery15.

Practical tips for improving your telephone prospecting

A controlled telephone prospecting can transform your business results.

Avoid common errors

Avoid these frequent pitfalls to optimize yourtelephone prospecting:

• To rush on the sale without qualification.

• Monopolizing speech (a good ratio is 60% listening, 40% speaking16).

• Neglect the preparation.

• Do not check Blockel before calling (legal obligation)17.

Analyze, optimize your performance

Measure the following indicators:

• The rate of withdrawal.

• Average conversation time.

• The number of objections dealt with.

• The rate of transformation.

• The number of re-launches needed.

14https://blog.hubspot.fr/sales/statistiques-prospection-commerciale15https://salesdorado.com/prospection-telephonique/statistiques-cold-calling/16https://www.salesforce.com/fr/resources/articles/sales-call/17https://www.economie.gouv.fr/entreprises/bloctel-professionnels-reglementation

For efficient telephone prospecting, focus on three pillars: regularly train your salespeople, follow your KPIs through a suitable CRM, comply with Bloctel regulations. Technology must serve relational quality, not replace it.

The 3 key points to remember:

• The preparation and personalized telephone argumentation increase the chances of success of your prospecting calls by 67%.

• Effective objections management, together with compliance with new regulations, is the basis for efficient telephone prospecting.

• Structured monitoring remains essential: 81% of sales take place after at least five contacts.