Be yourself, you’re a nice person!
The people factor can take many forms, from the MD right down to your receptionist or sales team. Your people are your company, and how they deal with customers translates directly onto your bottom line. Your staff are valuable: when they answer the telephone potential prospects can tell if they are happy, sad, angry, apathetic or distracted (listen to the next person who answers your call, and you’ll see that this is true)
We are looking at this issue in terms of using the telephone to do business, but the core truth is relevant for all aspects of business, and that is, be yourself! If I could put all of my successes down to one thing (other than having the most fantastic team behind me). It would be that I have always been myself when dealing with clients. When people buy products from you, they are really buying you. I have been able to get onto a level with many of my clients such that we regularly socialize outside of hours, and keep in touch through non business-related social media. I put 99% of my organization's big wins down to the fact that all of my account managers are totally themselves (really nice guys). No cheesy sales tactics or tricks involved.
How many times have you heard it said by new clients that “our old supplier lacked the personal touch”? Well you just won their business because that is what you gave them!
Here at Telemarketing Matters we have banned the use of scripted calling. Scripted calling leads to robotic thoughtless rambling and no real engagement with the customer. All of our staff engage with our clients prospects by being two things:
1. highly experienced professionals.
2. themselves.
I guarantee you that next time you get on the phone to cold call or prospect for new business you will treble your success rate if you are yourself. Be yourself and you will find that you can ask prospects direct and probing questions, which they will answer and give you all of the information you are looking for.
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