Tuesday, August 13, 2013
The Power Of Conversational Selling For Appointment Setting
Generating B2B leads can be a real pain in your appointment setting campaign. This is especially true if you have to work most of the time convincing your prospect that you have exactly what they are looking for (Not to mention that this is the exact same thing that your competition is also saying). You surely would want to have an edge over your competition, right? But you should also know that whatever advantage you want to develop in the lead generation game should be something that your employees would be able to practice on their own. The solution? It is all about the conversation. Developing good conversational selling skills is an excellent way for you and your sales team to get ahead.
Conversational selling is simply that , a conversation. But this is not just any conversation. It is a conversation geared towards compelling the business prospect to sign up to your business or to simply remember your company the next time they need something. That takes a lot of skill, and you need to be personable enough to approach these prospects. You want to have a conversation with them that can build trust and confidence in your company and your prospects. While this may sound difficult, it is not really so. As long as you can follow these very important marketing tips, then you would be all right.
First, think about the dialogue. You want to engage your customers, so you should really talk to them, let them have the chance to speak their mind (and provide you with ideas that will help you clinch the deal). Bad marketers simply say their sales pitch and push their products or services to unwilling prospects. Now that is what I call a waste of time.
Second, think about integrity. Remember, you are still building trust with your prospects, so you would want to show them that you are sincere, that you can really provide them with an answer like that. Honesty is still the best policy, so to speak.
Next, focus on your prospect’s world. Not yours. This is the point that a lot of marketers, even veteran ones, tend to forget. You are bringing business to them, not the other way around. You want to make them more receptive to whatever you are offering them.
Fourth, talk about the benefits. Sure, the bells and whistles are nice to hear, but what business prospects want to hear, what they really are more concerned about, would be the benefits of them doing business with you. Explain to them then.
Lastly, be natural. Anything that sounds rehearsed or practiced can be easily detected by the prospect. If they hear your telemarketing team all saying the same thing or the same speech pattern, do not be surprised if they back off from meeting you anymore. They do not trust you anymore, or they just lose interest in you. This practically puts you back to the drawing board.
Keep the above tips in your head, and you can develop your very own conversational selling skills. This will be a great help for your appointment setting efforts.