Shut Up & Listen To Yourself!
Chris Harding writes: -
At I Am Telemarketing we record all our phone calls.
There’s a number of reasons we do this:-
- We can send appointments / leads back to our clients
- They can listen to how we’re promoting them and understand the objections we’re coming up against
- Working with our clients to find the perfect “pitch” generates far better results
However, the part I benefit from most is by listening to myself talking and getting to a point where, as a customer, I’d be interested.
WHY BOTHER?
It’s not just the “pitch” that generates results though. It’s how you approach each call.
If your target is a senior decision maker within financial services for example, your tone and conversation would be different to approaching a window cleaner.
It’s not that you have necessarily any more respect for either profession (I do for window cleaners as I’m not great with heights!), yet they’re naturally going to have different outlooks and requirements so you have to consider this.
WOULD I BUY FROM ME?
Think of it like this.
If you have any self-respect, you wouldn’t go out to work without looking presentable.
I’m not talking about wearing a suit & tie but most individuals would wash, brush their teeth, do their hair (if they have any!) and perhaps apply their make-up (where appropriate), before considering leaving the house.
By being physically prepared it will naturally lead to being more mentally alert as you will have subconsciously gone through the routine above.
You may not have call recording at your place of work yet there’s a number of cheaper options available to you which you may not have considered.
If you’re phoning from a landline, most mobile phones these days have a voice recording facility so switch it on when you’re phoning.
If you’re phoning from a mobile (or a landline) and have the facility, an even better option may be to switch on Skype or a camera and watch yourself at the same time.
WILL I LIKE IT?
Probably not.
Most people, including myself, don’t like to hear themselves or watch themselves but it is a necessity if you’re to succeed in squeezing as much value out of every call.
It’s staggering how much you’ll learn and whilst you may initially cringe at seeing/hearing yourself, that will swiftly be replaced by cringing at some of the lines you’ll be innocently & honestly delivering.
Stick at it for a day and whilst your volume of calls will inevitably suffer on that day as you’ll be reviewing each call, your confidence will grow and your productivity will increase dramatically.
Replicate this each month and you’ll stay firmly in touch even if it’s not something you’ll look forward to!