Making cold calls lets you foster relationships with your clients, but does your company have the selling expertise or the time to develop and implement cold calling strategies?
Almost every call center, particularly those in the Philippines, offers cold calling services (unscheduled calls to prospective clients) along with their telemarketing services. Telemarketers there have continuous sales trainings to aid their natural knack for persuading people. These professionals know just the right things to say to get your clients to say yes to the business offer. They can plan and roll out cold calling campaigns for you if you already have too much in your hands but in need of skilled salespeople to expand your consumer base.
But some argue that outsourcing such task would take you farther away from the business prospect because wooing customers should be done on a personal level. Outsourced cold calls would only be unsuccessful if you don’t set the following clear to your staff:
Call purpose
Do you make cold calls to set an appointment or to generate leads? From the start, your staff should know and relay not just the offer they are about to make but also what it would mean for the customers and your business. Call representatives, for instance, may highlight how the product being offered can prove beneficial for the customer, or how much they can save if they avail of the offer.
Knowing the purpose of the offer would determine the direction of the call and the approach your employee would use to persuade the person at the other end of the line.
Call schedule
The operation site of your outsourced staff may be in a time zone that is different from where your customer is, so time conflicts might make the calls unsuccessful. You should be able to agree with the outsourcing firm about the perfect time to call the potential client to prevent wasting efforts and losing qualified leads.
If your representatives call a restaurant owner, for instance, they should refrain from making the call during lunch and breakfast hours when restaurants are usually packed. Restaurateurs prefer to be called between 10:00 and 11:00 in the morning or an hour before dinner preparations.
Customer profile
Your staff should be aware whether they are calling consumers or businesses because different conversation approaches apply to these two types of recipients.
Businesses, for example, prefer the pitch to be unscripted and straightforward, as this consumes a smaller amount of time. Private citizens, on the other hand, may not want to receive auto-dialed calls or calls made at restricted hours. Making calls without their permission or without disclosing caller information may get you penalized, so make sure that your cold callers are updated about FCC rules before dialing anyone.
Employing a call center in the Philippines to plan and run your cold calling strategies is a wise decision, but the success of each phone pitch depends on how hands-on you are on the task.