Tip #5 – Think about your prospecting funnel

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The prospecting funnel represents the number of contacts that will gradually be eliminated from your prospecting strategy when they decline your offer, until they are reduced at the end of the funnel to a handful of successful contacts that lead to an appointment.

telephone prospecting techniques
An essential tool for marketing and sales management, the prospecting funnel, also called a sales tunnel or sales pyramid, allows you to measure the effectiveness of tools and campaigns at each stage of your funnel .

You can therefore use it to analyze your sales efficiency, by finely tracing the number of contacts that have been successful or not during your calls.

Tips for preparing your speech and speaking
In telemarketing, a call is never improvised. Every word, every france phone number data intonation counts, and your contact will judge the admissibility of your request in less than 10 seconds. It's then necessary to return to the fundamentals and pure sales technique. But in all cases, success requires a well-rehearsed pitch.

Tip #6 – Prepare for the “secretary barrier”
You have a well-updated contact file. You've clearly identified who you need to contact. Now all that's left is to get past the secretaries!

Realize that while the secretary—or any other intermediary—can be a challenge, they can also be a valuable source of information for learning more about your prospect . So treat them with care.

To get past the secretary's barrier...

Always specify your prospect's first and last name when you ask to speak to them, so that it appears that you know them personally.
Use a determined and firm tone to avoid any further questions from the secretary. If the secretary insists on knowing more, engage in pleasant conversation and show sympathy.
Avoid the secretary by calling outside of their hours of operation .
If the secretary doesn't want to put you through to your contact? No problem: ask if you can schedule a phone call with them, or when you can call back to talk.

The idea behind this preparation? Always value the role of this intermediary, and remain courteous .

Tip #7 – Prepare a coherent call script
If your call center agent has a good script, they can save time by avoiding improvisations and misleading advertising in their dialogue . The script also allows you to manage the arguments to be put forward and to identify the specific needs of the caller in a minimum of time.

A typical telemarketing script goes like this:

A presentation of the salesperson and his company
A hook , which helps to arouse the prospect's interest
Open questions , which allow you to qualify the prospect
An argument , personalized according to the needs identified in the prospect
A conclusion to the call , which often consists of trying to get an appointment, or summarizing the next steps in your exchange
This script guides you through the steps of cold calling, of course—but remember, it's just a reminder. Don't get bogged down in it, because you won't be able to generate interest and connect with your contact just by reading a piece of paper.

This famous script allows you, by setting out the objectives and objections in black and white, to understand what needs will be discovered and responded to during your teleprospecting.