Here are some examples of other closes"?¦
You: We’d like to give you a proposal for your workers compensation and general liability insurance.
Prospect: Actually I really like my broker and am not planning on accepting any proposals this year. You: I know that you probably have a great relationship with your broker and I’m sure that he does a fine job for you.
Prospect: That’s right.
You: Well does he get prices for you every year?
Prospect: No, I never thought there was a need to get quotes every year.
You: Part of his/her job is to make sure that there are no stones unturned in finding you the best programs that sometimes means taking quotes every year and occasionally accepting quotes from other brokers. It keeps him/her honest. I think that by letting us also see what’s out there in the way of new programs and maybe becoming your second best friend in the business (ha ha) it certainly couldn’t hurt. If we can save you some money and give you the same or better service then would it be worth it to you to talk with us further? What’s the worst that can happen?
“We are going to be in the area in a week and would like to meet with you to tell you more about our company, review your current plan and get back to you with a quote “.Is Tuesday or Thursday of next week better for you?
I know that you are terribly busy at the moment, however we’d like to meet with you sometime within the next few weeks to tell you more about our firm with the understanding that You may not be in the market now but perhaps sometime in the future. Can you spare a few minutes sometime on the 15th around 10 am?
Is there a better time to get in touch with you?
Your close is only one part of the key to your success, creating a dialogue that works is the other part. What’s the number one complaint I hear from consumers about telemarketer’? They sound like they are reading from a script.
Speak like you mean it.
Ever see someone that you want to ask out on a date but are too shy? Chances are if you approach that person without confidence, you will probably be staying home on Saturday night. Sales and telemarketing are a lot like that. If you sound like you don’t know (or believe) what you’re marketing then the prospect will pick up on that. That is why a lot of telemarketing managers make the mistake of having the tm stick to the script instead of training them to think about what they are marketing. A person has to believe in what they are marketing otherwise why should anyone buy from you? In sales and marketing you’ve got to own what you’re selling. In other words…believe in yourself and in your service and product.
1. Tips- Keep it brief, keep it simple and shut up and listen.
2. Get past the gatekeeper and you´re half way there. Get him/her on your side.
3. Don’t be defensive with the gatekeeper. His/her job is to screen calls for the boss.
4. Always leave a voicemail when applicable.
5. Be relaxed and professional.
This is an except from my book “Telemarketing Success for Small and Mid-sized Firms” available at http://stores.ebay.com/telemarketing-success or via e: mail at email@example.com or phone 415-267-4872
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at http://stores.ebay.com/telemarketing-success or via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com