Telesales continues to be a hugely important part of business development. If you're looking to raise your game, here are three powerful strategies to get the process rolling.
Leads flow into your business every day by phone, internet and email. Yet 78% of companies accept that a portion of quality leads never get the attention they deserve. The issue is that leads cool rapidly — consumers and businesses purchase from other vendors or simply lose interest.
Research shows that leads responded to within 5 minutes convert at a massively higher rate than those left for 30 minutes. It gets worse the longer you wait — each hour cools your lead until it becomes stone cold.
The solution: set company‑wide policies on how fresh leads are handled. By using a dialler system like Blue Telecoms provides, you can push fresh leads directly into your agents' queue to be called within that golden 5‑minute window. Automated responses just don't cut it — nothing compares to a human response.
Sales performance should never be left without analysis. Sometimes one method of approaching a lead won't work while a different method converts at a far higher rate.
A good phone call from a business development manager with the right questions can really point your agents in the right direction. By obtaining feedback from customers, you can constantly refine your approach — ensuring slow and steady improvement over time.
It might be a simple case of framing your proposition differently, or addressing pricing issues. Whatever you discover, asking the right questions will yield the data to boost your conversion rate.
Good telesales agents can profile customers simply by talking with them. They can understand who makes decisions, who has influence, and what issues need resolving for a hot lead to convert.
Great agents can quickly identify the "hot button" topic that leads to sales, up‑sells and further opportunities. With this information, your staff can refine their approach on an individual basis to ensure each client gets the exact response they need.
Most companies don't even consider this — yet it's possibly the biggest thing you can do to take your sales game to the next level. A good telesales team does way more than canvass — they qualify leads, find the issues that matter and turn a hot lead into an inferno. Use them wisely!
Interested in learning more about how Blue Telecoms can help you respond to leads faster? Get in touch with our team.