LeadGen: 3 winning attitudes to be efficient

The first contact between a company and a prospect or customer is often established following a telephone call. It is therefore essential to make a good impression during your first calls. In this article, hipto reveals the commercial attitudes to adopt during your next telephone exchanges in order to be efficient.

Have empathy for your interlocutor

Show your interlocutor that you not only listen to them, but also that you understand them. For this,put yourself in his placeand act as you would have wanted others to act for you.

Keep in mind that you will be handling a significant number of calls during your day, maintain the right attitude on the telephone with each person you speak to: active listening, interest, questioning, and qualification of the prospect are essential for each call!

Each client is unique, and therefore it is important to adapt to each of them individually. Don't treat them all the same. On the contrary, adapt to each person by personalizing your speech. The person you have on the phone must feel listened to and understood.Have empathyas a salesperson is therefore a good point.

Build a relationship of trust with your prospect

A phone call is above all a conversation between two people. A large part of your exchange should correspond to thelistening phase, and the rest to your sales pitch. The first phase will allow you toanalyzeprecisely the need of your interlocutor, to reinforce thequality of leads, to collect as much information as possible to then be able to conduct your telephone interview more easily, and to guide your interlocutor as best as possible.

Observation and listening are important pillars during a commercial exchange.

In order to refine your argument,question your interlocutor by formulating your questions in such a way as to identify their real expectations; identify where the potential obstacles to purchasing come from; take the time to understand their point of view; compare your prospect's speech with the information in your database, and finally try to schedule a second meeting... or even better, close your sale!

Stay professional

Being ready and prepared are the two essential attitudes to adopt to effectively conduct your next telephone exchanges.Set goalsfor each of your calls. Taking need,lead qualificationor even concluding a sale, you must keep in mind what led you to (re)contact your contact.

During your call, the main issue is todistinguish yourself from your competitorsthanks toinnovative approaches. You must present and prove by various proofs (techniques, customer testimonials, etc.) that your product or service is better than the competing offer to convince the prospect to choose you.

To probe and allow you to evaluate the relevance of your argument, do not hesitate at the end of the call toask your interlocutor if they are satisfied with your exchange, and if your offer responds to their problem. Once again, this shows that you are attentive to their needs, and willing to find a solution to meet them through your product or service.

At the end of the call, emphasize the fact that you remain fully available if your interlocutor has any questions regarding your offer. It's then up to you to be reactive to respond quickly to new requests. Be involved in the relationship. One last tip:respect the schedules. Time is time, be available at the times indicated by your prospect. In case you can't be there, don't forget to let him know to avoid any frustration.

Adopting the right attitudes during your prospecting is one of the keys that will allow you to achieve yourconversion goalsand increase your performance tenfold. Creating a real relationship of trust with your prospects is an everyday job, put all the chances on your side to achieve your goals by being empathetic, by practicingactive listening, taking care to personalize your speech for each target, and above all,by adopting a professional attitude throughout the relationship. Up to you !

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you better commercial performance. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

• Manager Go

• Call Center Mauritius

• Customer relationship management training

• Commercial peeler