A phone call is an immediate, instant and amazingly effective way to do business. More and more people are hiding behind emails, but the fact is – You can’t hide behind them forever. Why? It delays decision making, kills momentum and slows business down. There’s an art to an effective phone call and we’ve put together four tips to make maximum impact with every one.
1) Fail to plan, plan to fail
It’s impossible to be prepared for every phone call. Where possible though, you should always plan ahead. Jotting down notes on what you want to achieve from the call is great way of making sure you always communicate effectively.
Whether you’re looking to close business, negotiate terms or secure partnerships, the window of opportunity is a small one. You need to make sure you have everything you want to get across right on the tip of your tongue. This will help you maintain focus and avoid distractions. After all, time is precious!
With the right planning, you’ll be perfectly poised to push the call in the right direction…Your way.
2) Remember rapport
You’ve heard the phrase, ‘people buy from people’ a million times before. The fact is, there’s a lot of truth in that saying. Don’t be fooled into thinking this is just something sales people need to worry about…It isn’t. If somebody trusts you, whatever your role or position, they’re more likely to work with you – that’s a fact. Take the time to show interest in the person you’re speaking to and demonstrate empathy to their challenges and pain points. Get it right and you’ll quickly have them on your side.
The beauty of a phone call is that it allows for real time conversation which is perfect for building rapport. We’ve all experienced a situation where we’ve misread emails or waited days on end for a reply at a crucial time in the sales process, right?
3) Don’t be afraid to be direct
If you’ve done your homework, you’ll already have an objective or purpose for an outbound phone call. Let the call recipient know exactly why you rang; don’t be afraid to be direct. By clearly outlining your reason for calling, you put yourself in a powerful position which will allow you to shape the conversation.
Lead with, “The reason for my call is” or “I just wanted to discuss”. Don’t be fluffy about your reason for calling because you’ll quickly find yourself being fobbed off and asked to call back another time.
4) Make it a conversation, not a lecture
Whether you’re planning on sealing the deal of the century or just looking to make a professional introduction, you need to resist the temptation to talk at the respondent. If you drone on about how successful you or your business are, what you think about Brexit and the state of British politics or this week’s football results, the chances are you’ll lose the interest of the person on the other end of the line. That’s no good for anybody.
Remember, a conversation takes two people and in order to keep people engaged you need to show that you’re interested in what they have to say. Whether talking to prospective or existing customers, you should always remember to pause, take a breath and give them a chance to speak too. After all, an effective phone call is about information gathering.
Although phone calls are one of the older methods of business communications, it’s still one of the most effective. Follow these tips to make sure you capitalise on every opportunity.
With a memorable phone number equipped with all of the clever call handling technology we offer, we can help you manage your business phone calls better than they’ve ever been before.