[China Glass Network] "giving a surprise within 30 seconds" is about the urgency of a person. This kind of wisdom is often needed in life. As a telemarketer, this kind of ability to solve problems instantaneously is needed. Because the resources available to telemarketers are very limited, only one phone can solve all problems in a limited time. Unlike face-to-face sales, business people can mobilize many tools to achieve sales.
Within about 30 seconds after the phone is connected, the success of the opening remarks at this time will directly affect whether the conversation can continue. If Ronaldo is not marginal, it will be reasonable to be "sweeped out".
"Capturing each other's attention in 30 seconds" becomes a basic practice for every telemarketer. How do you do this?
First, ask for help
Such as:
Telemarketer: Hello, Manager Li, I am XX, XX company, there is something I want to trouble you! Or have something to ask for your help!
Customer: Please say!
Under normal circumstances, when asking for help from the beginning, the other party is embarrassed to categorically reject it. The telemarketer will have a 100% chance to continue talking to the operator.
Second, the third party introduction method
Such as:
Telemarketer: Hello, is Manager Li?
Customer: Yes.
Telemarketer: I am a friend of XX, my name is XX. He introduced me to know you. We just got a call a few days ago. On the phone, he said that you are a very kind and amiable person. He has been very Admire your talents. Before calling you, he must ask me to say hello to you.
Customer: You are welcome.
Telemarketer: In fact, I and XX are both a friend relationship and a customer relationship. After using our products a year ago, the company's performance has increased by 20%. After verifying the effect, he thought of you before, so He asked me to give you a call today.
After the transition of the “third party†“bridgeâ€, it is easier to open the topic. Because there is a "friend introduction" relationship, it will invisibly relieve the customer's insecurity and vigilance, and it is easy to establish a trust relationship with the customer, but if the skill is not used properly, it will easily lead to the following results:
Third, the herd effect method
On the prairie, when groups of cattle run forward together, they must run in one direction very regularly, rather than in a random direction.
Applying this phenomenon of nature to human market behavior has produced the so-called "herd group effect method", which means that some action has been taken by proposing "a few large companies belonging to the same industry as the other company." Thereby guiding the other party to take the same action.
Such as:
Telemarketer: Hello, Mr. Wang, I am XX of XX company. We are specialized in telemarketing. The reason I called you is because many IT companies in China, such as Dell, UF, Kingdee, etc. I use telemarketing to sell my own products. I would like to ask if your company used telemarketing when selling products. ......
When the telemarketer introduced his product and told the customer that the first few large companies in the same industry were using their own products, the "herd effect" began to play a role.
Stimulate customers' desire to buy through the fact that several of the largest companies in the industry have already used their own products.
Fourth, stimulate interest law
This method is used more and more widely in the opening statement, and it is more convenient and natural to use. There are many ways to arouse the interest of the other party. As long as we carefully observe and explore, the entry point of the topic is easy to find. See the following case for details.
Such as:
John Shavy is a life member of the Million Dollars Association of the United States and the author of the best-selling book High Sensitive Marketing. He was awarded the title of "Greater Life Insurance Salesman" by the University of Oxford. Once he called a professor from Columbia University, Mr. Johnson, as follows:
John Shawitz: "The philosopher Bacon once had a whisper to the person who was learning. He compared the people who learned it to the three kinds of animals in terms of materials. The former is like a spider, and his research materials are not from the outside. I found it, but spit it out from the stomach. This kind of person is called a spider-like learner. The second person is like an ant. It piles up materials, but it won't be used. This kind of person is called an ant-like learner. Third The species is like a bee, the essence of the flower is carefully brewed, this kind of person is called a bee-like scholar. Professor, according to the metaphor of Bacon, do you think you belong to that kind of scholar?"
This question has made the other party talk about it, and it has become a very good friend.
V. Cleverly borrow the "Dongfeng" method
During the Three Kingdoms, Zhuge Liang was able to burn a few hundred thousand troops of Cao Cao in the first battle of Chibi, and borrowed Dongfeng. If the telemarketer can be keenly aware of the “Dongfeng†around him and borrow it, he can often play the role of “four or twoâ€.
Such as:
Bingbing is a telemarketer of a large travel company in China. Her job is to recommend a travel service card to the customer. If the customer uses the card to stay at the hotel or fly, they can get a discount. This card is free, and her task is to let customers fully realize the benefits that this card can bring to the other party, and then use it, so that it can produce results. Just in her hand, she has a customer profile from Chengdu Airport to see how she cut into the topic.
Telemarketer: Hello, is it manager Li?
Customer: Yes, what?
Telemarketer: Hello, Manager Li, here is the customer service department of Sichuan Airlines. My name is Bingbing. I am calling you today. Thank you for your support to our company. Thank you!
Customer: This is nothing!
Telemarketer: In order to thank the old customers for their support to our company, the company would like to express a thank you gift. This gift is a discount card, which will enable you to stay in the hotel or on the plane in future trips. Have the opportunity to enjoy preferential discounts. This card is jointly launched by Sichuan Airlines and G Company. It is issued by G Company. Here, Mr. Li, your detailed address is...? We will mail you over as soon as possible.
Client: Sichuan Province, Chengdu...
Six, old customers return
Old customers are like old friends. When you say it, you will have a very affectionate feeling. The other party will basically not refuse.
Such as: telephone sales staff: Hello, Mr. Wang, I am Xiaoshu of G Travel Company. You used our membership card to book a hotel six months ago. Today, I specially called to thank you for your consistent support of our work. There is something I want to trouble Mr. Wang. According to our system, you have not used it for nearly three months. I would like to ask if the card is lost, or what aspects of our service are not in place?
Mr. Wang: I accidentally lost it last time.
Everyone who knows sales knows that it takes three times more time to develop a new customer than to maintain an old customer.
According to the survey conducted by the authoritative survey agency, the customer turnover rate will be around 30% under normal circumstances. In order to reduce the customer turnover rate, we often need to return to the customer to establish a relationship with the customer, thus arousing the desire of customers to repeat purchase. .
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