Boost Communications With A Great Outbound Calling Strategy
Jun 04, 2021
7 min read
Outbound calling is one of the best ways to create an open line of communication with your leads and customers. In this age of digital communication, it allows companies to present a human touch and provide assistance to people who are interested in your company. With the various ways outbound calling can help any small or large business, it has now become one of the most important elements of our modern commercial ecosystem.
It provides a great way of supplementing all other marketing efforts and opens doors for a more focused and targeted strategy. Reach a larger geographic area and reach customers all across the globe with outbound calling!
Creating an excellent outbound calling strategy can help companies grow leaps and bounds by achieving sales targets. It all starts by creating the strategy but it can only do well if it is implemented the right way.
How to make sure your strategy is successful
Before you start calling people, there are a couple of points you need to think about in order to create a well thought out marketing strategy. With a clear-cut strategy in place, everyone on the team has a plan to follow and can proceed to take it to action. Create a competent outbound calling strategy that works for your company by asking yourself some pertinent questions.
What are your objectives?
Understanding what you want to achieve at the end of this outbound calling strategy can steer the activity in the right direction from the beginning. Do you wish to increase sales, conduct market research, promote your products and services or call leads who have shown interest in your company?
Figure out who you are contacting, why you are contacting them, and what you want the outcome of each call to be so each calling agent at your company goes into their call prepared, knowing what they have to do.
Do you have a call list?
Instead of randomly calling up people and hoping they would show interest in what you have to offer, create a well-planned and thought-out list of people. These can be people who have filled you online forms, downloaded ebooks from you, contacted your customer service for information, or any other leads that are a high priority in your sales pipeline.
Cold calling doesn't literally have to mean you are calling people without any context. Contacting people based on their needs, demographics, and interests can create a far better strategy with understanding and positive interactions.
What performance metrics are you testing?
Without understanding how your calls are doing, how will you know if it is a success or a failure? There are certain Key Performance Indicators that need to be monitored so as to make sure your outbound calling strategy is going as planned.
Get a true idea of how your campaigns are doing by tracking performance metrics such as conversion rate, abandoned call ratio, answer rate, call quality, first call close, and more.
Are your agents trained for outbound calling?
Since the agents making the outbound calls are the first point of contact with your customers, make sure they are well trained to represent you and are well equipped to handle the calls in the right manner. This can be done by training your agents before they start making calls. You need to make sure they are versatile in their handling of clients and can create an understanding and positive communication with them to further sales.
Continued training with the use of incentives and the implementation of gamification can also make this exercise more fruitful.
Tips on implementing an effective marketing strategy
After creating a marketing strategy, the only way to ensure it goes as planned is by implementing it the right way. Read below to find out some tips on how to ensure an effective and positive conversation that gets results!
Add value to the conversation
Cut the frills and make sure you talk about what's important. Add value to every conversation by doing your research and finding out what the person at the other end of the phone needs and how your company can offer a solution. Busy professionals and companies don't have time to waste on the phone with people they may not know so make sure every minute counts and use your time well.
Be confident and catch their attention
The first few seconds of the call are important and the agent should use those to grab the prospect's attention or they will simply say no and hang up. Show them you mean business by sounding confident and address the customer by their name. By doing your research about the person or company beforehand, you can talk only about things relevant to them and help increase their interest in what you have to say.
To gain the prospect's trust don't beat around the bush, be direct, confident, and sure of what you have to offer them. Creating a bond and gaining their trust is the first step towards closing the sale!
Timing is everything
One of the first things the outbound calling agent should do is find out if the person they are calling is free to talk at the moment. Always ask if they have the time and if not, reschedule and make an appointment to call them again. If you simply start blabbering without any consideration of whether they want to listen to you, you may also come across as rude and increase the chances of hastily getting a no.
Hear them out
One of the best ways to make a prospect stay on the phone is by making them talk and you listen! Listening is a big part of any conversation and it also helps the agents understand the prospect and their needs better. This also helps in avoiding presumptive questions and instead encourages a more meaningful conversation.
Though, don't make the mistake of over-promising or committing to something you cannot fulfill later. Breaking a promise is the easiest way to lose a prospect or customer, so listen to them but don't instantly make offers when you aren't sure.
Be versatile in your approach
Whether or not your agents use a sales script, being versatile and being able to handle different situations is a quality that is much needed. Not all people are the same and not all conversations will go the same way, so they need to make sure they are adept at handling anything thrown at them.
Make sure to follow up
Following up is the only way agents can hope to close the deal because it's almost never possible to make a sale on the first call itself. Before ending your call ask for the next best possible time to get back in touch with them. Don't settle for a "will let you know" and instead shoot for a specific time and date to call them again.
Use a Customer Relationship Management system
The best way to ensure that your outbound calling strategy is going in the right direction is by implementing a Customer Relationship Management software for your company that makes outbound calling much simpler and streamlined. Take care of your dialling requirements, contact intake, information storing, and much more. It helps you in implementing a cost-effective and reliable calling strategy along with features that help you in analysing and evaluating your calling efforts.
Even though there are a number of new ways to create marketing campaigns and reach out to leads and present customers, outbound calling will always be high on that list. It opens up several avenues for companies and allows them to convert leads, create more sales, and further the company's profits!
FIVE CRM was built from the ground up for outbound calling, so be sure to check it out at fivecrm.com
Michael King says...
"I can’t think of a time where a client has requested something that we weren’t able to do with FiveCRM. Unlike most systems, it has a lot of flexibility."
Managing Director, Senior Response
JANE HUSBANDS SAYS...
“Each client, and each of their campaigns, has its own unique specifications. We essentially needed to set up mini CRMs on one platform to meet those requirements.”
Operations Director, Team Telemarketing
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