How to make lead generation calls more compelling

May 12, 2020

Lead generation can be a tough gig if you’re not confident about your knowledge or skills using the telephone. Despite being one of the most important skills in business, ‘telemarketing’ – which is basically just using a telephone to speak with potential buyers, it’s considered one of the most unappealing tasks in the workplace. The arrival of diallers and robocalls over the past couple of decades did much to undermine the task of cold calling, and in fact destabilise the whole telemarketing industry in putting volume over quality.

It’s just a phone
Legislation such as TPS has helped regulate and control the behaviour of operators who frankly didn’t care about the person on the receiving end of bad calls. Such organisations have by and large, been eradicated. Fortunately, once again we’re returning to a place where the phone is just a phone. It’s a good guy. It’s a communication device, and only as good or bad as the skills and intension of the person using it, but getting it right is key.

Differentiation
Throughout a call you should building a compelling case for your product. Whatever the ultimate objective of a call, one basic rule applies. The more intelligent and informative you appear, the more likely it is that you’ll be successful. Knowing your products really well and asking the right questions will help you builds a case that’s compelling and rich. Know your strengths, differentiators and USPs. All count towards creating a mosaic of features and benefits to make sure your calls are loaded with a narrative that peppers the buyer with great reasons to engage.

Every call is the only call
While the temptation might be to try and throw all this rich information at every potential buyer on every call, that’s not helpful. You’ll impress a buyer if the call they receive sounds and feels like the only call you made that day. In fact, it IS the only dial you made to them so work it. A call will resonate well, and capture attention when it feels and sounds unique. Seeing a person in your mind’s eye will help. So will sitting up straight, working away from distraction, and remembering to breathe! When people are nervous, they often don’t take enough breaths.

Advice from Blue Donkey Intelligent Telemarketing