How To Seal The Deal By Phone
We've all read dozens of articles on how to write spicier copy,
snappier ads and grabbier banners.
But it's often the personal touch that seals a big deal - that
clincher phone call. Especially these days, when so many of our
clients live in other states or countries and fewer deals are
actually closed in person.
So the way you address a client through your spoken expression
over the phone can be vital to finalizing a sale.
Want to learn how to humanize your human touch? Let's push the
keyboard away, do a few vocal warm-up exercises and begin.
1. Posture. If your posture screams out boredom or fatigue, so
will your voice. In my office, I sit with my back to a salesman
and I can listen to his sales calls without seeing him. I can
always tell from his voice when he's slouching or recovering
from a rough night!
2. Facial expression. Even on the phone people can "hear" the
look on your face, so make it a pleasant one.
3. Tone of voice. Match the client's tone - the energy level,
the pace, fast or slow, etc. If you jump on them like an eager
puppy with your big sales pitch, you'll scare them off. Plus,
most people tend to like those who resemble them in manner.
4. Don't...
...ask if it's a good time to talk. You hand them an escape
route on a silver platter.
...chew on a pen, your fingernails, gum or anything else while
on the phone.
...eat or slurp coffee.
...mumble.
...make important calls when you're tired or not feeling well.
...EVER put a sales call on hold while you take another call.
...repeat stalling words like 'basically', 'actually' and 'uh'.
It screams out that you're not sure where you're going.
...waste their time. Have all your facts close at hand and
review them before the call so they are at the top of your mind
and the tip of your tongue.
5. Ask for the sale. In the same way we constantly remind web
surfers to "click here", we need to invite the prospect to take
action.
6. Finally, prepare yourself mentally for rejection. You don't
want your disappointment to come through in your voice because
that same client might resurface another day. And you want
him/her to remember your pleasant disposition, right?
How can you free up more of your precious time and improve your
traffic and revenues? Hire an experienced content provider to
write and regularly refresh your online material. It does make a
difference!