Marketing omnipresent.Wherever we went, whatever doing, we are both consumers and sellers.Along with advertising, there are active ways to promote products and services, such as cold calling.What is it and how to use this tool in marketing?
phones have become commonplace.As a rule, numbers of persons to make important decisions in a particular company, obschedostupny.Dostatochno browse catalogs firms or independently compile a list of potential contractors.The first method of contact with the customer are cold calls.What it is?The telephone number of consultants gain a potential customer.The script call to be carefully designed and thought out.After all, only 1-2 per cent of the potential buyers of your service or product immediately expressed interest.Identify the different types of customers to help cold calls.What is this group as consultants and classify the potential buyers?
If one or two percent of responding immediately and we are ready to buy a service or product, the remaining 98 percent of customers can be divided into a negative-minded doubters and leaning to the acquisition.Make the first call to the potential buyer is not easy.Seller - an employee of a telephone line, a consultant - as a rule, very tense.Meanwhile, the first impressions and phrases depends on how successful will be cold calls.What is this if not an advertisement, but still pretty aggressive?Nevertheless, skillfully built the conversation will help determine how the customer potentially interested in the service.As we have said, very few people willing to pay for the right offer.However, if the client list drawn up not arbitrarily and deliberately, among interlocutors, which you call, have certainly been those who thought about the purchase of your product or service.
It is advisable in these cases is to present not only the offer, but it differs from the competition.For example, your company is engaged in manufacturing sites.Perhaps the client has already tried on their own to solve this problem and encountered a number of difficulties.Therefore, it is ready to talk on the subject of how you can help him, but it's going to immediately order your service.If the site is already a client, you can offer it to the improvement or advancement.Therefore, the technology of cold calls to help weed out anyone who is not interested or does not wish to communicate in such a form and choose those who are willing to continue the conversation.
The next step will be the so-called warm proring.Potential customers must be given the time to think, to formulate questions and requests.Cold calling, templates, which should analyze each particular stock, the product - it is the first introduction and a brief self-presentation.If the consultant is unable to communicate with the person responsible for making decisions in the company, it is best to assign a different time (for example, through the secretary).From the moment you left a message or submitted a proposal, start building relationships with potential clients.He already knows who will call him and about is, what will be discussed.
One common mistake - a compulsive nazvanivanie for short periods vremeni.Pochemu?Because customers are very quickly realize that the seller does not answer, acting on automatically.And none of us want to be seen simply as an object, like a car.Sellers should be aware that even the implementation of the first call must be approved by a specific customer.It is necessary to find out who to contact to the proposal, on what day and at what time is best to call.
next attempt to contact should be carefully planned.In other words, the seller must know when to call appropriate when the client can take the time to talk.The best solution may be a reminder on every two weeks for at least two months.You can supplement the calls and e-mails.
sure to need to learn how to correctly and clearly presented.The telephone counselors often "swallow" patter is this introductory part of the conversation, in the end the customer is not just a guide, with whom he was talking and why.It is also advisable to explain, where did you get his phone number at once to avoid negative reactions.Activities sales assistant is aimed at creating a situation in which the potential buyer will be comfortable.The aim is to build long-term relationships, not just sell the goods in a hurry.
