Closing a sale

Telemarketing: Closing with confidence

There comes a point in any sale where it’s appropriate the ask for your clients business. Sometimes, this can scare off many agents who fear offending the customers who they’ve been steadily building rapport with. If you are concerned about sounding pushy whilst on sales calls, there are a number of techniques to use that will help you close the deal – whilst maintaining good relationships. This is something every sales person and company deals with, even at Blue Telecoms when we offer our range of dialler systems.

In this guide

Creating desire

The primary aim for most sales people, is to create a desire in the minds of their customer. To achieve this, we have to give the prospect enough compelling benefits to the product. Sometimes, people confuse the simple features of the product they offer with benefits; however, they’re often completely different things (although one is often derived from the other).

For example, think about a car. For most people, getting from A to B is all they ever want from a vehicle – yet what happens if we look at things from another angle?

  1. Feature – What is it? An extremely cheap new car.
  2. Action – What is does? Allows you to drive from A to B.
  3. Benefits – What can it do for you customer? If you’re not confident about buying a second hand car, why not purchase a completely brand new car for a little more money. You’ll get from A to B safe in the knowledge every part of your vehicle is brand new!

Using this example, why not try and see if you can match a feature of your product with a client desire? The most important thing here, is to ensure you’re matching a feature of your product, with a pain or desire that your client has already.

Making the client say yes

During a sales call, you might not have realised it but many prospects will actively give you hints they’re eager to buy during the call.

  • They agree with almost everything you say, even asking more questions.
  • They’re eager to respond to your questions.
  • Their tone of voice is upbeat and happy.
  • When they ask questions, they keep it specific.
  • They want to know more, especially if they’re beginning to handle their own objections.

You can listen out for these queues on every sales call you make. Ultimately, if you can pick up on these subtle hints, you’ll become better at building rapport.

Expect to hear a yes!

Sometimes, you may find yourself constantly talking during a sales call; however, it’s often helpful to simply ask your customer if they’d like to go ahead. It’s important that after you pose the close question, you stay silent to allow the customer to respond. Occasionally, you will find prospects who are sold on the product you’re selling – they wish you’d just cut to the chase!

Simple closing techniques

Alternative – This technique attempts to offer two competing options for the customer.

“So would you prefer our Pay as you go or unlimited package?”

Why it works? Helps a customer to make a final closing choice.

Informational – Try to present the packages in an informational, low key way before recommending an option.

“Our standard package is £100 and our upgraded pack is £150. Looking at your usage, you would be better looking at our upgraded pack.”

Why it works? Helpful within industries that require you to be factual and clear, such as insurance. You’re still helping to nudge the client towards a final decision though.

Assuming the sale – You’re confident you’ve covered everything. The product is just right for the client, they just need to sign.

“This package is just right for you, so the next step is to order. Would you like to do this now?”

Why it works? You might have already pick up on your clients eagerness to proceed. Rapport is strong and you feel the client could close quickly.

Summarising – Summarise everything discussed, before asking if it’s okay to proceed.

“From what you’ve said, our premium option is exactly what you need. Would you like to go ahead?”

Closing behaviour

When looking to close on your prospect, it’s important to get your words and the way you present them perfect!

  • Try to match the level of voice used by your customer.
  • Do allow pauses for your client to have their say.
  • Try to match the pace your client is using.
  • Vary the tone of your voice so that you sound invested in the conversation.
  • Allow time to breath.
  • Avoid the use of jargon.
  • Try to keep sentence short and avoid lengthy speeches.

How to offer telesales agents positive and constructive feedback

Retention of telesales staff is extremely hard, especially if you operate in a town with many competing call centres all looking for the best sales staff.

This becomes even more difficult when you need to engage your agents in feedback, as not everything you say will be positive. Even so, there are ways to give your
agents negative feedback, whilst still making them feel positive about the changes they might need to make.

In this article, we’ll explore the tools and techniques we use everyday at Blue Telecoms to improve our agents and help them grow.

Conversations about improvement should always be positive

This is by far the most important step and often one that many call centres miss completely. Some telesales managers adopt a “rough” approach to almost any conversation they have
with their staff; working for the most part, yet alienating those who genuinely want to build their skills.

By framing your conversations in a completely upbeat and positive way, you’ll shift from making feedback a worrying and emotional activity to a happy and constructive one.

It’s always important to explain what you’d like to get out of a conversation first. This way, you can avoid any worry caused by feedback and also get the agents confidence that
they’ll be helped to improve in any way they can.

To do this, we tend to start with the positives first. All agents have positive things they bring to the table and it’s always better to start here first. By starting positive, you’ll
make your agent feel more confident in any improvements you may need them to work on.

Always be specific

This is a tricky task to achieve, as being specific can often come across as an accusation to your agents.

The best way to counter this, is to explain what you believe might be happening – yet leaving it open enough for the agent to have input too.

For example: “I’ve noticed your sales have been lower recently and you seem a little distracted and worried. Is there anything you’d like me to help you with?”

By using phrasing that doesn’t sound accusatory, your agent will feel more at ease with explaining the reasons why. For the most part, these issues can be solved with extra training or other minor alterations.

Whatever is required to resolve the issues, you’ve started on the right path – making your agent feel happier and involved in your process.

Help the agent discover the solution on their own

The very best floor managers, help agents discover their own weak points – before assisting them with ways to work through them.

Sometimes, this can be difficult depending on the person you’re dealing with; However, for the most part your agents will probably have a good idea of what they might need to succeed.

If your agent feels stuck, you can offer a range of ideas yourself and/or give them a little time to thing on their own.

Always agree on what happens next

The most important part of feedback isn’t the process itself, but the destination it leads to. Hopefully, that’s a better place where your agent has learned something new and their performance
has been improved. Whatever happens, it’s important not to stop the process too early as agents will often drift back into their old routine.

Keep things positive and always follow up!

10 ways to improve call centre morale

Team morale within call centres is hugely important. If you get it right, you’ll lower the rate of sickness, boost productivity and also lower the rate that agents move onto other roles.

Here at Blue Telecoms, we take the morale of our agents quite seriously. Here are some top ideas that our agents, team leaders and managers have all used to add a splash of colour to the working week.

1. The tea/coffee run

During quieter periods of the day, we frequently allow agents to go and make a cup of tea. Frequently, this results in one person doing the tea run – with orders!

On the surface, this sounds silly and a waste of time; however, call centre work can often be quite isolating – as agents log into their systems and typically don’t stop until they go home. The tea run, results in a moment of team bonding and general chatter.

2. Always display photos or posters from recent fun events

Call centre parties are always the best parties. That’s why it’s always great to celebrate the times your team spent together outside the 9 to 5. Whether you display photos on a wall or even use a projector screen – you’ll give a smile to each and every agent who remembers the good times had by all.

3. Fundraise for charity

This is more popular now, but it wasn’t always this way. Getting your team involved in fundraising activities is a great way to energise your agents, whilst helping a worthy cause.

Another top tip, if you discover a cause most of your agents love – you’ll multiply the positive effect ten-fold!

4. Run a table football league in your break-out room

I know, it’s becoming a huge cliche for employers who offer a football table in the break-out room. That’s why it’s important to actually do something with the amenities you offer to your employees.

By introducing a football league, you’ll give a subset of your agents something to bond together over – forming relationships that will become useful over time.

You’ll get extra bonus points for setting up a blackboard to keep track of the statistics and scores!

5. Snacks

Okay, we understand that unhealthy snacks are frowned upon; however, we’ve found that offering a cheap “tuck shop” on-site actually keeps agents perky throughout the day. You don’t need to offer a diet of chocolate and chips either – healthier options can be sold for those who like a healthy pick me up.

6. Create variety in each day

Call centre work by its very nature is static and often repetitive. Both of these elements can cause mental health issues and ultimately result in good team members moving onto new roles.

By trying to improve the variety of work and daily duties for your staff, you’ll help them find more joy in their daily grind.

7. Prizes, lots of prizes!

When you run competitions, don’t simply jump to a prize with a cash value. Often, prizes that have some sentimental value can make your agents feel great! Our top picks are managerial parking spaces, time off or other office perks that agents rarely get to experience.

8. Theme days

Call centre agents can be a crazy bunch, which is why we tend to embrace the crazy and run fully themed days.

From dressing up to dying your hair a crazy colour – make the days as creative as you can.

8. Always plan for off phone time

We understand that shrinkage is a perennial issue; however, please do acknowledge that your best agents need a little time each day to come away from the phone and decompress.

They will thank you in terms of higher productivity overall and fewer sick days/absenteeism.

9. Group walks

An extremely powerful way for agents to get to know each other, is for them to take a walk on their lunch break. A team leader can be appointed to run these events, whilst your planning team should consider the agents who would like to attend them.

10. Create a career for your agents

Life can be tough for a call centre agent. The job is typically viewed as low end from outside the industry, with many agents looking to move on to better roles once they have their experience earned.

To combat this, it’s a great idea to show and demonstrate how agents can move up the career ladder if they work hard. You’ll retain your good staff members and also boost their productivity – particularly if they feel their good work will pay off.


There are a multitude of ways to make your agents work life happier, healthier and more enjoyable. By doing so you’ll cultivate a team that wants work for you, reducing shrinkage and staff loses

Top tips for increasing telesales conversions

The majority of call centres focus on complaint handling, empathy and seeing things from a “customer service” angle. However, the best call centres always focus on selling products, even if their remit is to offer service.

In this article, we’ll explore what these companies do differently and how you can boost your sales capabilities:

1. Spend one more day on sales training

The easiest way to make agents “think sales”, is to increase the amount of sales training given during the induction process. Many companies only allocate a small portion of their induction training to sales skills. By improving this, you’ll be creating an atmosphere where agents are expected to be good sellers, not just service agents.

2. Hire more sales focused staff overall

By hiring more sales focused staff, you’ll benefit from all members of your service team being capable of selling where appropriate. Sales focused staff are almost always great at offering service; however, traditional customer service staff often hate having to sell a product.

3. Improve the recruitment process

Make sure that your recruiters, both internal and external are aware that you require both customer service and great sales technique. Some recruiters still differentiate between sales and customer service, partly because it’s easy to “scare off” potential candidates by mentioning the word “telesales”. By ensuring that your recruiters understand exactly what you require, they’ll be able to get you the correct candidate.

4. Patience is a virtue

It takes an amount of time to completely switch a call centre from fully service to sales orientated. Easy wins will happen quite early on; however, don’t panic if it takes a little time for your changes to bed in.

5. Always test new ideas and campaigns

When testing new sales campaigns, always use a large group of agents as your test bed. It’s always a good idea to create a dedicated testing team for these campaigns too, helping you to quickly establish what’s working and what’s not.

6. Sales transfers

If you do incorporate a transfer process for new sales leads, do ensure that you’ve enough agents to take the calls on the other end. There’s nothing worse than a client agreeing to take a new product, before being asked to hold for a few minutes before purchasing it.

7. Rank hot transfers higher than call backs

An immediate transfer to a sales agent will always convert higher than a call-back. For this reason, it’s always better to weight transfer higher than call-backs.

8. Determine up-front the level of qualification required

This will reduce the potential for animosity between sales and customer service staff over the quality of staff being transferred.

9. Include managers and team leaders in sales training

Include team leaders in agent training sessions, as well as providing separate training for team leaders. This makes it easier for them to reinforce learning as they have witnessed reactions to training of new techniques and can formulate the best ways to deal with these reactions in their normal working environment.

11. Communicate well

Not all agents will be pleased to be included in “sales training”. That’s why it’s important to always communicate why changes are being made and how they’ll improve things moving forward. By doing this, you can bring on board your agents and make them feel more enthusiastic about any training.

Writing the perfect telemarketing script

Agent scripts are used in roughly half of all call centres. When done correctly, no customer ever guesses that their call is being subtly guided; however, getting it wrong leads to fewer sales, more complaints and increased calls – as clients aren’t dealt with properly at the start.

With this in mind, how can we create the best script possible for a call centre? Here is the Blue Telecoms guide to creating a structure and language that works perfectly for what you’re trying to achieve.

Why even use scripts in telesales and customer service?

Many good cases exist for not using scripts at all. There are arguments that forcing agents to stick within a script may stop them thinking for themselves, whilst there’s always the dreaded “robot voice”, which customers hate with a passion!

Thankfully, call centre scripting has come along way, becoming far more advanced in style and structure. In the modern era, good scripts will go largely unnoticed by customers and allow agents just enough room to “breath” – letting them go off track when required.

It’s probably for this very reason, that in past decade the percentage of call centres using scripting has increased steadily.

Call Centres Using Scripts

Creating a good script, that keeps your agents on track without stifling conversation is easier said than done. To help get you started, here’s some advice from our boffins at Blue Telecoms.

Match what the client wants against your solution

The first thing to do when creating any script, is to consider all the different queries and objections clients might have – before pairing them with a suitable answer. For some questions, you’ll need just one suitable answer, whilst other more challenging queries may need an answer for each use case/target group.

To make this easier, it’s best to use a whiteboard or flip chart – creating a matrix of questions and associated answers. Once you start to connect questions and answers, you’ll start to build a script that works.

At the beginning, you’re not trying to add in every minute piece of detail – this gets added later on. For the moment, we’re just focused on allocating as many conversations their own path through the script. Your script should also allow for a response to any type of query – allowing the agent to easily stay within the company message/branding.

Tips to help you with script mapping

1. Objectives

Define exactly what the objective of the script is before anything else:

– Who will the advisor be talking to?
– What is likely to be their thought pattern when making or receiving a call?
– What is the key outcome required? (i.e. to generate fundraising, to raise awareness, to develop future selling opportunities?)

2. Data

Determine just how much data your agents will need to complete each request. With Blue Telecoms, you can control exactly what your agents see with each call.

3. Experience level

Are your agents new users who’ll need guidance? Or are they seasoned professionals who will be able to converse on their own terms. The latter will lead to a far more paired down script, as you’ll be depending on your agents to lead the call in the way they know best.

After this initial period, you’ll be ready to start thinking about the language and structure of each piece of the script.

Building The Detail Up

Now we’ve created a map of customer queries and solutions, let’s start to think about how the script will look in practice.

Make It Quick to Read

Make your script easy to follow by using fonts, colours and lists to create a flow. It’s also important to decide on a theme or branding for the script at the start – so everything is standardised.

It’s also extremely important to write each part of the script in easy to read chunks. Short paragraphs and simple sentences that can be read at a glance.

Always remember, that the script shouldn’t be a rigid cage for agents – but rather a framework they use to gently guide the call to its natural conclusion. For this reason, helpful theming and use of lists and bullet points will help your agents to gauge the important parts to mention.


Your script should always be thought of as something that flows from beginning to end. To aid in this, flowcharts are extremely useful to visualise what happens during any type of call.

By thinking of your script as a fluid entity, you’ll automatically start thinking about how to make it flow even faster. This helps keep your ACD as low as possible, whilst ensuring your customers end the call feeling satisfied.

Call Script Flow Chart

Cross and Up-selling opportunities

Telemarketing companies will already be thinking about this; however, more traditional customer service centres may not be so quick to take advantage of natural areas that up-selling and cross promotion could work.

Scripts can be used in multiple ways for up-selling, from allowing agents to see past orders, to frequent updates where the business is trying to marketing new products.

Define Call-to-Action Points

In telesales, there are always natural points where your agents will want to nudge the caller towards a certain action, whether that be to pay for an item, agree to submit their details for a lead or be transferred to another agent.

Remember to define call-to-action points. Let the customer know throughout the script what they can actually respond to and therefore buy from you.

Use of language

Sometimes, it can be tricky to decide what language to use for your call structure. Here are some tips on how to make the right choice:

Write the script in spoken English first.

When writing your script, try to get in the mindset of someone speaking – rather than reading your script. Try to avoid long paragraphs that might make your agents sound robotic, whilst also removing anything that’s not important.

Sometimes, it will take a number of drafts before you happen upon the perfectly version. Don’t be scared to experiment with each version, attempting to shorten each sentence without loosing its meaning.

You should also avoid long greetings. Try to make them short and easy to understand – identifying who the agent works for, their name before starting the guts of the call. For outsourced centres, omitting a good morning or evening is a good idea too – as you may be speaking outside of your timezone.


The acid test on deciding if your script genuinely flows, is to role-play it with your agents. It’s also a great opportunity to discover how your script will play out in real life.

Even when you’ve settled on a final draft for your script, allowing your agents some time to learn and role-play the script will help make its adoption easier.

Continuos Improvement

Now you’ve written and tested the script, it’s no time to leave it settle! Even the most perfect script in the history of scripting can improved over time – small tweaks building up to something extremely good.

Don’t worry about getting the perfect script from day one, because you can always get good feedback from your staff and with modern scripting tools you can amend flows and content very quickly.


A good customer service script will go unnoticed by customers and will help save resources in training advisors. However, it may cause a decrease in advisor empowerment and engagement, so it’s important to think of other ways to boost advisor satisfaction during and after its implementation.

To start writing a script, match each query with a solution(s) and assess the journey behind each query, so you can gain an understanding of the mindset of customers phoning in. This process will give you most of the information needed for a script.

Then, consider your script’s structure. Make sure it is easy to read, include visuals (like flowcharts) and build in FAQs.

The script should also use text written in spoken and not written language, with important instructions highlighted to reinforce that, while the script is generally just a guideline, this part must be read out loud.

Finally, improve the script over time, using advisor feedback and adding any new queries that may come about with the launch of a new product/service.

Calculating Erlang, Drop Rates and Call Centre Service Levels

This this post, we’re going to look at methods, formulas and ways to calculate service levels in your call centre. For the most part, it’s quite easy to calculate everything; however, it’s often difficult to get your measurements correct!

The Service Level Formula

Service Level Percentage

Once you’ve input all the numbers, this formula will then give you a service level percentage.

For example, if your company has answered 100 calls within your service threshold of 20 seconds, whilst answering 125 overall – then your overall Service level is 80%.

Service Level With Figures

Working Out How Many Staff You Need

Working out how many agents you need in your call centre is easy; however, putting everything together without making small errors is a tough job!

In essence, there are a number of figures you need to gather first. Once this is done, we can start to put everything together and get the result you need.

1. Work out the number of calls that come in.

The first figure to start with, is how many calls are coming into your centre. It’s always best to start with a weekly figure, before moving into daily stats and ultimately hourly stats – depending on the granular control you require.

If you’re a Blue Telecoms customer, you should be able to compile this information easily by using the “Inbound Report” within your management interface.

Our advice, is to take a broad view of daily volumes for an entire month. By viewing such a large volume of data, you’ll be able to spot patterns in your daily calls too.

2. Work out the number of calls every hour.

To get your hourly figures, you can do one of two things:

  • Adjust your inbound report until you get hourly stats (Available in Blue Telecoms Legacy)
  • Divide your daily total, by the opening hours of your call centre. Read below for a warning!

Warning: The first option, is almost always better than simply dividing the daily rate. Most companies receive a higher volume of calls at different times of the day, depending on the client base, product offered and external variables. For this reason, simply dividing the daily rate by number of hours can potentially leave you understaffed at certain times of the day.

For this reason, we suggest using your PBX, dialler software or ACD system to obtain the exact stats.

3. Obtain your average handling, wrap up and disposition time

Average Handling Time (AHT), is basically the addition of Average Call Duration + Average Wrap Up Time.

4. Decide what your service level should be

For most call centres, the aim is to answer inbound calls within 20 seconds – 80% of the time. This becomes even more information in telesales operations, as Ofcom regulate the percentage of abandoned and dropped calls.

Ultimately, it’s up to you to decide exactly how quickly you want calls answered – without employing too many agents for that task at hand.

5. Call centre shrinkage

Shrinkage, comes from an old retail idea that not all the product within a shop can be sold at a profit. Some goods are spoiled, some can be stolen and others can be damaged – all leading to stock that’s unprofitable.

In the call centre world, shrinkage relates to time that agents should be available to take calls, but can’t for whatever reason. Agent shrinkage can happen for a multitude of reasons including holidays, sickness and toilet breaks.

For many call centre owners, calculating shrinkage is a heartbreaking part of this process; however, it’s always best to factor in some level of shrinkage so that your statistics show the true values.

Call Centre Helper have a handy guide to calculating your shrinkage here.

6. Use an Erlang Calculator

Now that you have the following:

  • Incoming volume of calls
  • The tested period
  • Average Handling Time (AHT)
  • The Service Level
  • Target Answer Time
  • Shrinkage

You can use an Erlang calculator to get your figures. Here are two calculators which do the job for free:

Answer Phone

What is Answer Machine Detection (AMD)

Almost every telephony and dialler system offers some flavour of Answer Machine Detection. In the call centre world, a properly working AMD system can seem like gold dust – especially if yours is less than stellar!

In a world packed with mobile phone subscribers and diminishing land line usage – call centres have to handle lots of answering machines on a daily basis.

If only there was a magic bullet that could solve all these issues…

So how does answer machine detection work?

The first thing to understand about answer machine detection, is that there’s no system in the world that’s 100% effective. Sure, many companies get incredibly close – including our boffins at Blue Telecoms. Even so, you’ll never find 100% of them.

With this in mind, let’s take an average answer machine message and discover how AMD works in action.

“Hi, you’ve reached the home of Lucy and James. We are out for the moment, so please leave a message after the beep”.

After this short message, the answering machine will then wait.

Answer machine detection works by attempting to find telephone numbers that are answered with a lengthy message, followed by silence. Most human beings, tend to answer the phone with a short “Hello” or occasionally the number eg: “Hello 456789”.

The AMD algorithm tries to detect answerphone messages that match these longer parameters, assigning them the status of Answer Phone. This is great; however, there are many things that throw this algorithm off course:

– Country specific systems (USA AMD won’t play well in the UK and vice versa).
– Different mobile/landline networks deal with answerphones in different ways.
– Call quality can have an impact too.
– Some answerphones have quite short greetings.

Detection time

The next problem for AMD, is that the algorithm has to listen to the customers greeting before deciding what to do. This means that when a customer answers, the agent will miss the first few seconds of the call.

Thankfully, AMD systems like the one we offer at Blue Telecoms have minimised this wait to a second or two; however, not all AMD systems are as good as this.

If your detection system is taking too long to detect answer phones, bring this up with your tech support team!

What are the alternatives

– Try an alternative AMD system.

If you’re not getting great results with your current dialler, it’s always worth trialling another product for a short period. At Blue Telecoms, we offer free trials for anyone who’s suffering from dialler woes!

– Don’t use AMD

If you really want to make 100% use of your data, it’s worth switching AMD off to see what mileage your agents get. This is even more important when you’re paying per individual lead – such as internet marketing and hot key leads.

It’s also possible to try and gauge when your target audience will be home to answer the phone. This minimises the amount of answer machines your agents will have to deal with.

Whatever you decide, give our tech team a call on 0333 444 555 8 – even if you’re not a current client!

How to improve your call quality monitoring processes

Looking to boost your call monitoring efforts? Here are some tips from our clients and support staff:

1. Understand exactly what a positive customer interaction is and how you measure it.

For the most part, call monitoring tries to identify any call that’s failing to meet standards and understand why. Once you have this information, you can begin to make improvements to your processes – making them better over time.

A great example, is spotting gaps in agent training/knowledge or the processes they use. By correcting the gaps or improving processes, you can speed things up and improve customer communication.

To achieve this level of detail, you’ll need to evaluate a reasonably large sample of calls. If you sample too small a base, the data you collect may lead you down the wrong path.

2. Focus on the top and bottom performers

Call monitoring can be quite an expensive process. It ties up supervisory/team leader staff members for hours/days at a time, plus the agent training and meetings that result.

One of our long term customers suggests: “Measure the performance of the top 10% and also the bottom 10%.”

For the bottom: You’re obviously looking at gaps in training, knowledge or staff members who may just not be suited for the role.

For the top: You’re discovering best practice, but also ensuring that top sales performers aren’t cutting corners to obtain their targets.

3. Allow agents to take part in the Quality Monitoring Checklist

Sometimes, agents can become jaded when constant changes are made to a process. From their point of view, constant tinkering means they never truely understand what’s happening.

By being fully engaged with your agents and allowing them input into the call monitoring process, they’ll begin to understand it more – eventually buying into it. You may even discover that your agents become arbiters of the quality process – creating guidelines and scores for it.

4. Aim to create agent habits

The best quality monitoring programs, are more about forming good habits rather than tasks. When agents are asked to complete a task, they’ll perform it; however, they may forget to complete it once the novelty wears off.

By forming habits, good call quality will become second nature to them.

10. Use a different form/metric for each type of call

Typically, agents will deal with different types of calls each day. Some of these will be sales related, some complaints and others than need support or help.

By separating the quality forms out, you can score agents on their entire daily workloads – rather than a subset. You’ll also discover your staff becoming well-rounded agents as a result.

12. Feedback, Support and Training are Important

Feedback from the monitoring process should be objective, using a method of scoring and evaluating that is fair and agreed by all in advance, and it must be consistent and regular. Once milestones are agreed and set, they must be kept to, built on and progressed.

Feedback can be delivered one-to-one, remotely, or via group sessions where agents share and spread best practice. Whatever method is selected, the important thing is that there is an opportunity for individual agents to contribute to the discussion.

Not only does this encourage their buy-in to the process, their comments and suggestions are often extremely insightful. But bear in mind that agents are sometimes harder on their own and colleagues’ performances than supervisors would be.

Staff support should be provided through interventions such as refresher and formal skills training and development and action plans to improve agent performance, always with the aim of improving the customer experience and achieving your business objectives.

13. Always improve your forms

The evaluation forms used within a quality monitoring program are hugely important. As a result, they should never stand still, always evolving and improving as the business grows.

When re-evaluating the forms:

– Always consider if you’re asking the right questions.
– Are agents getting the desired benefit? Are scores now higher, conversion rates being boosted or customer satisfaction scores improving.

14. Have a good dispute system

If a quality monitoring system isn’t working well, it’s usually the agents who notice it first? By running a robust dispute system, your agents can alert you to any possible issues.

Even the simple fact of offering a dispute system will help your agents feel more involved in the process.

How to find your perfect data/lead supplier

If you run a busy outbound call centre, your supply of fresh, quality data is just about the most important thing to get right. Even the best dialler in the world (Blue Telecoms, cough…) won’t function without good data/leads – leaving your entire business at risk.

So how do you find quality data? There are some extremely good vendors out there, many which we’ve been lucky to work with in the past; however, there are more poor quality vendors than ever – typically lurking on social media.

Here are out top tips on obtaining good data or leads:

1. Decide exactly what you need.

Leads and data aren’t a one size fits all solution. What works in one vertical, just won’t fly at all if you apply the same ideas elsewhere.

In general, there are a few different types of data/leads:

  • B2C – Consumer data on people/households.
  • B2B – Business data, often with details about the main decision maker within the company.
  • HotKey – “Hot to trot” leads that have been previously warmed by a telemarketing/sales company. These are typically live transferred into your contact centre.
  • Web Leads – Leads driven by the internet that can take many forms, with differing quality.

The type of data you require, depends much on what you’re trying to achieve:

  • Leg-work, are you focusing on end of sales funnel conversions, or the beginning? Or are you attempting to vertically integrate your whole sales funnel?
    Are you a cold calling centre? Or do your agents focus mainly on inbound/warmed outbound leads.
  • Cost, some companies may not have the budget/experience to create their own web-leads or hotkeys.
  • Our advice, is to think carefully about where your business fits into the customer journey. One you understand this, the type of data you require will become clear.

2. Vetting data/leadgen companies.

Reputable leadgen/data companies will abide by the law and any regulations, GDPR being a recent example. To spot these companies is easy, once you understand what to look for:

  • Ask colleagues/staff who have experience within the area.
  • Look for companies that have existed for years (Domain Registration Age, Companies House, Better Business Bureau).
  • Look for positive reviews/experience of the company on social media. LinkedIn being a good example.
  • Look for examples the company have invested in the business (A good quality website, NGN service numbers, Business email).
  • If you’re a current client of Blue Telecoms, we can help you discover your perfect data provider through our range of contacts.

3. Assessing quality and avoiding pitfalls.

It’s always worth checking the quality of data/leads your supplier brings in. The world of leads isn’t static, meaning that a supplier who was formerly great – can loose their way over time.

The main warning signs to look out for are:

  • Old data packaged up as fresh data. In these instances your agents will come across deceased prospects or people no longer at the address. If your agent begin to notice incorrect details feedback, it’s a sure sign your data isn’t as fresh as it should be.
  • Overnight web leads packaged as daytime hot leads. It’s almost always cheaper to bid on PPC (Pay Per Click) campaigns during the night, rather than during the day. For these reasons, some supplier will look to bulk leads out by obtaining them during the early hours of the morning. Unfortunately, these leads will be stone cold by the morning. To combat this, look out for a flurry of web leads in the opening hour of each day. Many of these leads won’t answer and/or the person can’t remember putting the lead through.

If you are looking for an outbound dialler, or want to chat about data – Get In Touch with the team today!

Telesales campaigns: How to avoid a negative brand impression

Once your company has acquired a negative impression, it’s extremely hard to recover from. This is even more damaging when that first impression is with a potential client. Telesales professionals are usually the first point of contact with prospective clients, so ensuring your team understands how to avoid negative impressions will be a be huge help to your marketing goals.

Being too pushy

If there’s one aspect of sales that business owners hate more than anything, it’s pushy agents. Simply diving into the pitch without any groundwork or rapport building with your prospect is going to grate many people straight away. Even just a minute or two getting to know the prospect will go along way to create a positive impression of your brand.

Lack of knowledge

The decision maker within a company is always busy, so if they believe your sales staff are wasting their time – they’ll quickly form the opinion of your entire business model as “time wasting”. To prevent this is easy, ensure your agents understand the product, where it fits into the industry and how it can genuinely help the prospect.

Lack of questioning

Asking questions and genuinely trying to understand a prospects business is a great way to build a good impression. If your telesales team isn’t attempting to engage prospects in two-way conversation, sales will suffer as a result.

It’s not just about creating a good impression either. By asking questions, you may come across opportunities to solve an issue for your prospect and/or an opportunity to up-sell. This demonstrates that the agent genuinely wants to help the prospect, improving the lead outcomes of your telesales campaigns.

To achieve this, think about why you’re calling your company list. Once you understand why, you can communicate exactly how your product will help.

Pushing for a sale, instead of letting it happen

Prospects rarely become clients after a short period of time, especially within the B2B arena. It usually takes a number of interactions between a prospect and seller before a sale occurs – the relationship warming with every conversation.

Many sales people focus on the imminent sales volume they have to provide, rather than longer term goals. This can sometimes lead to a genuine sale being cast asside, as the sales person identifies a sale won’t occur quickly.

At Blue Telecoms, we often have clients that are known of for a number of months before purchasing. Every conversation or interaction with our brand warms the lead up until they’re ready to take the plunge!

This is completely normal behaviour in B2B sales and something to be nurtured!

Unknowledgeable telemarketers

Telesales agents need to be able to answer any questions thrown at them. There’s nothing more frustrating for a decision maker, than being on the phone to someone who’s trained to sell, rather than in the product range they offer. Ideally, agents should be knowledgable about the product, the industry they work within and what key competitors look like. Even just a small amount of knowledge can go along way with decision makers, helping them identify that you’re not there to waste time.

Looking for a predictive, power and manual dialler system? See how our predictive dialler could help you increase your productivity.