Telemarketing model 1
The key to the opening remarks of telemarketing
As an excellent telemarketer, when calling customers for the first time, you must introduce yourself to the company within 30 seconds, so as to arouse customers' interest and make them willing to continue chatting. That is, the salesperson should clearly let the customer know the following three things within 30 seconds:
1. Who am I and what company do I represent?
2. What's the purpose of my calling the customer?
3. What's the use of our products for customers?
A special prologue
1. Mention the issues that customers are most concerned about at present.
? Hello, Mr. Li, I heard from your colleague that your biggest headache at present is that it is difficult for the company to recruit suitable people now, right?
2. Mention the customer's competitors.
? We have just cooperated with Allianz (the competitor of the target customer), and they think our products have played an extraordinary role in opening up the high-end market, so I decided to give you a call today. ?
3. Mention the customer's recent activities.
? At the recent industry seminar your company attended, Zhang Hai, an engineer, mentioned XX's point of view. I think our company's latest products are just what Zhang Gong said.
4, causing his worry and anxiety.
? Customers have always mentioned that the company's sales staff are easy to lose, and they are really worried. ?
? Many customers have mentioned that their customer service staff often receive some harassing calls, which are difficult to handle. How does Wang always handle this kind of thing?
5. mention the samples you sent.
? I sent you samples of our products the other day.
? What do you think of the sample I sent you after the trial?
6. Mention promotional activities.
? Our company launched the Spring Festival? Family entertainment? After the event ended 10, 20,000 customers participated. As long as you pay 5 yuan more every month, you can make any local calls during the Spring Festival.
Step 7 ask questions.
Telesalesmen ask customers questions directly and use these questions to attract their attention and interest.
? Director Zhang, what do you think is the main factor affecting the quality of your products?
8. Provide information to customers.
Telesalesmen provide customers with some helpful information, such as market situation, new technology and new product knowledge, which will attract customers' attention. This requires telemarketers to stand in the customer's position, think for the customer, read newspapers and periodicals as much as possible, grasp the market dynamics, enrich their knowledge, and cultivate themselves into experts in this industry. Customers may deal with telemarketers, but they respect experts very much.
For example, you say to your customer: I saw a new technological invention in a publication and found it very useful for your factory. ?
9. Speak with data.
Telesalesmen can provide customers with information, explain problems with specific figures, care about customers' interests and gain their respect and goodwill.
? If our service can improve your sales performance by 30%, you must be interested to hear it, right?
? If our rhyme service can save your company 200 thousand yuan a year, I believe you will be interested, won't you?
Model Telesales Speech II
Example 1, the first telephone communication with customers:? Hello, Mr. Chen, I'm Zhang Ming from the marketing department of * * * Company, which has been established for more than five years and has cooperated with * * * * for many years. I wonder if you have heard of our company?
Error point:
1. The salesman didn't explain why he called and what benefits it would bring to the customer.
2. Customers don't care how long your company has been established, who you cooperate with or whether you have heard of your company.
Don't focus on issues that customers don't care about in the opening remarks. Maybe we have some similar problems in practice, which may not be so serious. )
Example 2: salesman:? Hello, Mr. Chen, I'm Zhang Ming from the marketing department of * * * company, and we specialize in providing * * * * * * *. Which company's products are you using now?
Error point:
1. The salesman didn't explain why he called and what benefits it would bring to the customer.
2. Asking questions before mentioning the benefits to customers will make people feel defensive immediately.
Example 3:
Salesperson:? Hello, Mr. Chen, this is Zhang Ming from the marketing department of * * * company. I sent you some CDs/materials a few days ago. I wonder if you have received it.
Error point:
1. The same question doesn't explain why you called and what benefits it will bring to customers.
Usually everyone is very busy, even if they receive the information, they may not read it. Give them a chance to answer. I didn't receive it.
(Information and products should be clearly stated)
Example 4:
Salesperson:? Hello, Mr. Chen, I'm Zhang Ming from the marketing department of * * * company, which provides professional services. I wonder if you are free now. I'd like to spend some time discussing/introducing with you.
Error point:
1, directly mentioned the product itself, but did not say what benefits it would have for customers.
Don't ask the customer if he is free, just ask the time.
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The above are some examples of effective telemarketing opening remarks, which salesmen and friends can sort out and use according to their own situation, so as to play the most effective role.
Model essay on telemarketing speech 3
Opening skills of telemarketing 1. Say the first sentence well and build initial trust.
The skill of opening remarks is to solve these doubts in customers' minds. Only if your opening remarks can solve these doubts in the hearts of customers can you continue. Among them, the first sentence is very important, usually it shows how I know you. For example, when an insurance company cooperates with the credit card department of a bank, the first sentence is usually:? Hello, is this Mr. Stephen Chen? I'm Mr. * * from the customer service center of China Merchants Bank. Do you have time now? I want to pay you a return visit. . Because I am a credit card user of China Merchants Bank, it is possible to continue the conversation.
Telemarketing skills for opening remarks II. Don't give your customers a chance to reject you.
Most untrained sales newcomers often suffer a lot from this, only knowing to say or ask some closed-ended questions that are easy to be rejected by customers, such as whether it is good or not. The customer's "no" will be abolished.
Therefore, excellent salespeople pay great attention to the design of questions in every conversation, and basically form the habit of ending with open questions. For example:? I'm here today to introduce you to a special consulting service? Deal? How much do you know about this service form? So it's not easy for customers to hang up on you.
However, the closed question is not useless in the whole opening stage. When customers are interested in your service and ask for your opinions or suggestions, you use closed-ended questions for diagnosis. At this time, closed questions become easy to build trust. For example, when I communicate with many customers, customers are worried about how to establish a team organization structure for telemarketing. I usually ask the question: Can you briefly describe your current organizational structure? This is an open-ended question. ? Do you have someone who is responsible for developing new customers and maintaining old customers? This question is a closed question.
Telemarketing opening skills 3. Give different people different interests.
Each call is usually short, usually 3.5 to 4.5 minutes. In the opening remarks, the benefits brought to the target customers should be briefly summarized, and the target customers should appeal for benefits according to different positions.
People at the decision-making level, such as the general manager level, are troubled by financial figures every day. Concerns can be expressed directly from figures or operational KPIs. The growth of sales and profits, the reduction of costs, the improvement of unit operating efficiency, etc. In addition to the operation of his own enterprise, he also pays more attention to the dynamics of competitors, his influence in the industry and so on. Therefore, in a short time, you must skillfully organize your opening remarks and tell the reason why you want to find him.
Telemarketing opening skills 4. Design primary and secondary goals.
In order to make every call valuable, a professional telemarketer must set a goal in advance before calling customers. If the goal is not set in advance, the sales staff will easily deviate from the theme, completely lose their direction and waste a lot of valuable time.