What is commercial phoning?
Commercial phoning or telephone canvassing brings together all the marketing actions used to win new customers via telephone calls. It involves making contact with prospective customers by telephone and persuading them to buy your company’s products or services.
This is a very important activity for direct marketing. In fact, it is through this operation that you can generate qualified sales contacts . However, its success will depend on the sales strategy deployed, as well as the ability of your sales staff to work on their sales pitch.
How effective is sales phoning?
Even though sales phoning is a method that has been used by companies for decades, the technique suffers from a bad reputation. In fact, the term “cold calling” immediately conjures up images of abusive telephone campaigns that border on harassment of individuals.
But despite this bad image, the method remains one of the most effective when properly executed. Phoning allows direct contact with customers and a personalised customer experience. This technique fosters a feeling of trust and listening among prospects.
Of course, to guarantee the effectiveness and smooth running of a commercial phoning campaign, you need rigorous, professional salespeople. Here are a few figures to illustrate the importance and effectiveness of this prospecting channel:
- 92% of interactions take place by telephone ;
- it only takes 15 seconds to arouse the interest and attract the attention of a prospect on the telephone;
- 45% of prospects contacted by telephone take action and make a purchase;
- A sales phoning campaign acquires an average of 1.18 leads per hour.
The 3 stages of phoning
Achieving satisfactory results using the commercial phoning technique means above all ensuring that the following 3 stages are carried out correctly.
Stage 1: preparation before the call
This preparation phase largely determines the success of your commercial telemarketing campaign. Here, the telemarketers must have complete and precise information about the prospects to be contacted(buyer persona), the date on which to contact them and the sales arguments to be put in place.
It is also important at this stage to define your sales objectives. These could be to make a sale, offer a quotation, obtain an appointment or simply acquire new information. Here, the SMART method (Specific, Measurable, Attainable, Realistic and Time-bound) will help you to define your objectives.
Step 2: During the call
During the call, it’s important first to make sure you have the right person on the line. After that, the telemarketer needs to know how to adapt his or her speech to the person he or she is talking to. Of course, mastery of the subject and a good sales pitch are key to successful phoning.
Stage 3: after the call
This stage is all about follow-up. To do this, the telemarketer updates your files, sends an email if necessary and plans the follow-up.
Which professionals should you turn to if you want to outsource your phoning?
Outsourcing your sales phoning is the ideal solution if you don’t have the technological, human or time resources to carry it out effectively. You can entrust it to Advancia Teleservices, our call centre in Tunisia.
We put at your service agents who master the technique and set up a coherent and effective commercial phoning script . Our call centre also ensures the development of links with your customers while ensuring your presence on the market.
All our agents actively listen to you , while establishing a climate of exchange and trust during the call. Thanks to our expertise in commercial phoning, we can provide you with solutions that ensure customer loyalty and satisfaction.