Every cold call starts with excitement; It’s almost the same feeling athletes get before an athletic performance. Our call center outsourcing team handles thousands of cold calls every week and gives you tips on how to increase your success with cold calls, so that the aforementioned excitement disappears and a pleasant conversation can be held instead.
Qualitative or quantitative?
Imagine an agent from a call center outsourcing service calling you and after 15 seconds it is already clear to you: this person wants to sell you something. What can happen? The person who calls you from the call center outsourcing services knows your name, knows the current needs of your company, knows that you are the decision maker and offers you several solutions at the same time and this person is constantly asking you the right questions. They think together with you, would like to help you, and has various solutions for you. Or: The person who calls you from the call center outsourcing team does NOT know your name, does NOT know that you are the decision maker, knows the current needs of your society in only in general and offers you something right away. If you SAY NO, they try to send you at least one more email, then politely thank you and say goodbye. Which of these do you react to, which one brings success to both sides?
The quantitative approach
The last communication presented is quantitative, this approach usually only consists of the contact details, the target group, a given region, perhaps the size of the company and it’s time to start making calls. This generates a fast and large number of responses and is particularly effective when it comes to a new idea or innovation. The customer reactions then provide the answer to the question of whether it is worthwhile to continue further development or sales. Sales are slower as the customer shows general interest, usually says: please email me some more information and I’ll look into it. The sales rate is wobbling, however, and it is difficult to get customers to buy from pre-sale. The sales success rate in such cases is very weak, between 0.5 and 1.5%. Your call center outsourcing team invests a lot in the large number of calls, only to achieve little with it.
The qualitative approach
The first form of communication mentioned in the introduction is qualitative, the preparation for it certainly takes much more longer. You have to invest time in the person addressed, collect information and generate various solutions. Your call center outsourcing team must think with the brain of the person addressed and it should offer this person different solutions. Your call center outsourcing team needs emotional intelligence for this, as the needs of those who are addressed pose a challenge. We want to offer the solution and we should deliver it. Of course, your call center outsourcing team has to prepare well with the questions for the interview. Count on several alternatives and ultimately present yourself as an expert. So as to not only arouse the trust of those addressed, but also their interest. And what results can we expect to generate in this case? In 70% of such cases, our call center outsourcing team reaches the decision maker. Only in a few cases are we not put through reception and on the phone with the decision maker who carries out the survey with us up to 93% of the time, i.e. shows itself as a prime candidate for cooperation thanks to our solutions. In up to 82% of cases, those addressed are interested in more information about our clients and their services. So the door is open to face-to-face meetings, online advice, and effective sales.
So how do you increase your cold call success? With careful preparation that takes a lot of time and energy, but ultimately brings better results. Our services provide you with the answer.