The most common reason for losing a potential customer is letting him or her end the initial phone conversation with the assurance that they will call you back – and then never hearing from them again. Letting the client react to your offer with such a vague sentence and hoping that they will eventually get back to you is one of the big mistakes of telemarketing you should avoid (see the Telemarketer's Ten Commandments). That is why we present these ten tips on how to significantly increase the chances of your client's calling you back, originally posted on the server Business Know-How.
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Say at the very beginning of the conversation, if it is possible, who provided you with the referral and the suggestion to contact the new client.
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Mention particular points that you will cover in the conversation in the future.
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Motivate the client by explaining him or her in what way will the conversation be benefitial to them.
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Let the client suggest a particular time he will get back to you.
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An alternative to point no. 4 is that it is you who suggests the particular time you can talk to your client again.
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Assure the client that you will not waste his or her time and that the next conversation will take only a few minutes.
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Generally, try to be as brief as possible – being too lengthy lowers the client´s willingness to call you back.
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Mention any kind of personal connection between you and the company you are calling – for example, if you, your colleauge or a relative have worked in it before.
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Make sure (even several times) that the client has written down your phone number or e-mail address correctly.
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If the client is not able to reach you in the time of your office hours, offer them your private phone number.
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