In today's business context, communication is the name of the game. Brands that communicate effectively are what customers look forward to get to know more. Business Entities that are able to get in touch with clients on a more personal level are the ones that receive customer patronage or loyalty. Surprisingly, these days, stiff competition in the corporate scenario not only concerns the competition of product lines or service offers.
Yes, The Habit Of Using The Telephone Is Still Alive!
To outgrow the challenges of the corporate jungle, any business entity must meticulously devise a promotional strategy that makes an impact in the communications arena. In this intimidating arena, where both information exchange and data transmission prevail, the simple yet efficient use of the phone is believed to have the power to overhaul the tides of the game.
Unknown to many, the phone remains at the heart of the marketing campaign of many businesses, particularly of SMEs that desire to draw consumer attention but are unfortunately hindered by financial restraints. If you are among those who have little faith in the potentials of this seemingly obsolete telecommunication device, it's about time you open your eyes to one simple truth: phone communication and usage, if done at such excellent performance levels, can bring outstanding results for your business.
One effective way to recognise the value of phone to your company at a deeper level is to look at your current attitude towards phone usage. According to Paul Dunn, a globally acclaimed marketing guru who's helped over 156,000 businesses create success from scratch through his innovative audio and video programs, the possible results of a delightful customer-centric behaviour on the telephone are massive.
Seeing beyond the general value of the telephone to your business is an enormous feat. Dunn's newest brainchild, PHONE RIGHT, is a 'how to sell on the phone' series that shows several high value specifics and gives you measurable standards that make you understand why using the phone the right way is an imperative for every business and why fantastic performers on the telephone enjoy sky rocketing sales and steady flow of profits.
The Potentials Of Exceptional Telephone Performance
The phone, in all its simplicity, enables you to conduct intelligent, meaningful conversations with other individuals and professionals over vast distances, saving you a substantial amount of time, effort and resources. Using the telephone, different business aspects like lead generation, sales and customer service are augmented without you having to endure the risks of suffering from bloated expenses.
This business tool adds a powerful punch to your marketing strategy, if and only if, you become aware of your conduct on the phone. Your phone performance matters, because it gives your customers and prospects an idea of your workmanship - the attitude and behaviour you project over the phone nurture a lasting impression in your customers' minds. Telephone communication is a critical customer 'touch point' where you get to indirectly present you and your business.
Contrary to popular belief, phone performance isn't just about your ability to work the device, but rather your ability to connect with customers at the other end of the line. When you start focusing on your customers needs, your phone approach becomes personal and result-oriented.
For Paul Dunn, the idea of building positive on-going connections with customers on the phone is an imperative, a priority that needs to be implemented as a way of emphasising your business core competencies.
As affirmed in his new PHONE RIGHT series, Dunn specifically points out that every phone dialogue is "about delighting visitors." Everyone you speak to on the telephone, according to him, is a visitor - a visitor with a unique set of requirements. And your aim, simply, is to respond to this set of needs with genuine concern utilising an ideal professional yet personal demeanor.
However, these steps are easier said than done. Being exceptional on the telephone requires training and practice. Knowing what to say, how to say it, at the right time to the right person is a skill gifted only to a precious few.
Phone Selling 101: Phone Performance Standards For Hopeful Sales Professionals And Business Owners
The PHONE RIGHT series, from an objective point of view of this author who has experienced telemarketing woes at some point, is a comprehensive, easy-to-read module that guides you all the way to tangible telephone success. Here are useful tips and performance standards (all borrowed from the recommended series!) that can strengthen your team's telephone marketing prowess, and help you turn every phone call into a potential sales experience.
1. Give your 'visitors' a delightful welcome. Dunn believes that anyone who interacts with you on the telephone is a visitor, worthy of attention. When you pick up the phone to greet your caller, break out into a smile, to the point of a grin. Interestingly, a simple smile can be heard on the phone. Your smile can easily put callers in a positive frame.
2. Answer the telephone on the second ring, within 3 to 5 seconds. This break gives you time to get your smile on. A good phone marketing strategy should have a specific time frame for picking up. If you pick up the phone too quickly, you may shock callers. On the other hand, if you do not answer the phone promptly, your clients might feel that you are disregarding them. If you are a part of a small team and you're too busy trying to attend to a few other calls, you can utilise a by the way comment such as this, "By the way, if you hear a phone ringing in the background would you mind if I asked you to hold while I get it - I promise not to be long".
3. There is a suitable way to answer the phone. Here is a simple format that's clear and simple: first, state a good morning or a good afternoon salutation. Relay your company name or department. Then say "this is (first name) (last name). The focus of the answer must be on these two words: THIS IS. This word pair functions like a trigger, a cue for name exchange. When you present yourself to your caller, chances are, he or she will introduce herself to you too. When you utilise names in a conversation, this builds rapportt between you and your client.
4. Give out positive strokes. According to a scientific study by Dr. Albert Merhabian entitled "Inference of Attitudes from Nonverbal Communication in Two Channels", the bulk of business communications is interpreted through tonality - or how words are said. It is not only what you say that matters. How you express yourself is equally important. While talking with customers, make them feel that you are actually listening to what they are saying. To do so, you need to overdo those words that let them know you are with them. Use phrases like "uh huh", "really", "that's great", "thank you" and so on while having conversations.
Being on the phone and not seeing your customers face-to-face is no excuse to opt for substandard communication. This certainly is not the ideal mindset to use while working on the telephone - and this is the very same mindset that Paul Dunn allows you to outgrow. Dunn's PHONE RIGHT stands out as a down-to-earth, pragmatic and result-oriented feed for the sales person in you. Discover the fundamentals and expose yourself to valuable specifics that lead to to great, long term results for your company - it's about time you use the phone to turn every call into revenues.
Yes, The Habit Of Using The Telephone Is Still Alive!
To outgrow the challenges of the corporate jungle, any business entity must meticulously devise a promotional strategy that makes an impact in the communications arena. In this intimidating arena, where both information exchange and data transmission prevail, the simple yet efficient use of the phone is believed to have the power to overhaul the tides of the game.
Unknown to many, the phone remains at the heart of the marketing campaign of many businesses, particularly of SMEs that desire to draw consumer attention but are unfortunately hindered by financial restraints. If you are among those who have little faith in the potentials of this seemingly obsolete telecommunication device, it's about time you open your eyes to one simple truth: phone communication and usage, if done at such excellent performance levels, can bring outstanding results for your business.
One effective way to recognise the value of phone to your company at a deeper level is to look at your current attitude towards phone usage. According to Paul Dunn, a globally acclaimed marketing guru who's helped over 156,000 businesses create success from scratch through his innovative audio and video programs, the possible results of a delightful customer-centric behaviour on the telephone are massive.
Seeing beyond the general value of the telephone to your business is an enormous feat. Dunn's newest brainchild, PHONE RIGHT, is a 'how to sell on the phone' series that shows several high value specifics and gives you measurable standards that make you understand why using the phone the right way is an imperative for every business and why fantastic performers on the telephone enjoy sky rocketing sales and steady flow of profits.
The Potentials Of Exceptional Telephone Performance
The phone, in all its simplicity, enables you to conduct intelligent, meaningful conversations with other individuals and professionals over vast distances, saving you a substantial amount of time, effort and resources. Using the telephone, different business aspects like lead generation, sales and customer service are augmented without you having to endure the risks of suffering from bloated expenses.
This business tool adds a powerful punch to your marketing strategy, if and only if, you become aware of your conduct on the phone. Your phone performance matters, because it gives your customers and prospects an idea of your workmanship - the attitude and behaviour you project over the phone nurture a lasting impression in your customers' minds. Telephone communication is a critical customer 'touch point' where you get to indirectly present you and your business.
Contrary to popular belief, phone performance isn't just about your ability to work the device, but rather your ability to connect with customers at the other end of the line. When you start focusing on your customers needs, your phone approach becomes personal and result-oriented.
For Paul Dunn, the idea of building positive on-going connections with customers on the phone is an imperative, a priority that needs to be implemented as a way of emphasising your business core competencies.
As affirmed in his new PHONE RIGHT series, Dunn specifically points out that every phone dialogue is "about delighting visitors." Everyone you speak to on the telephone, according to him, is a visitor - a visitor with a unique set of requirements. And your aim, simply, is to respond to this set of needs with genuine concern utilising an ideal professional yet personal demeanor.
However, these steps are easier said than done. Being exceptional on the telephone requires training and practice. Knowing what to say, how to say it, at the right time to the right person is a skill gifted only to a precious few.
Phone Selling 101: Phone Performance Standards For Hopeful Sales Professionals And Business Owners
The PHONE RIGHT series, from an objective point of view of this author who has experienced telemarketing woes at some point, is a comprehensive, easy-to-read module that guides you all the way to tangible telephone success. Here are useful tips and performance standards (all borrowed from the recommended series!) that can strengthen your team's telephone marketing prowess, and help you turn every phone call into a potential sales experience.
1. Give your 'visitors' a delightful welcome. Dunn believes that anyone who interacts with you on the telephone is a visitor, worthy of attention. When you pick up the phone to greet your caller, break out into a smile, to the point of a grin. Interestingly, a simple smile can be heard on the phone. Your smile can easily put callers in a positive frame.
2. Answer the telephone on the second ring, within 3 to 5 seconds. This break gives you time to get your smile on. A good phone marketing strategy should have a specific time frame for picking up. If you pick up the phone too quickly, you may shock callers. On the other hand, if you do not answer the phone promptly, your clients might feel that you are disregarding them. If you are a part of a small team and you're too busy trying to attend to a few other calls, you can utilise a by the way comment such as this, "By the way, if you hear a phone ringing in the background would you mind if I asked you to hold while I get it - I promise not to be long".
3. There is a suitable way to answer the phone. Here is a simple format that's clear and simple: first, state a good morning or a good afternoon salutation. Relay your company name or department. Then say "this is (first name) (last name). The focus of the answer must be on these two words: THIS IS. This word pair functions like a trigger, a cue for name exchange. When you present yourself to your caller, chances are, he or she will introduce herself to you too. When you utilise names in a conversation, this builds rapportt between you and your client.
4. Give out positive strokes. According to a scientific study by Dr. Albert Merhabian entitled "Inference of Attitudes from Nonverbal Communication in Two Channels", the bulk of business communications is interpreted through tonality - or how words are said. It is not only what you say that matters. How you express yourself is equally important. While talking with customers, make them feel that you are actually listening to what they are saying. To do so, you need to overdo those words that let them know you are with them. Use phrases like "uh huh", "really", "that's great", "thank you" and so on while having conversations.
Being on the phone and not seeing your customers face-to-face is no excuse to opt for substandard communication. This certainly is not the ideal mindset to use while working on the telephone - and this is the very same mindset that Paul Dunn allows you to outgrow. Dunn's PHONE RIGHT stands out as a down-to-earth, pragmatic and result-oriented feed for the sales person in you. Discover the fundamentals and expose yourself to valuable specifics that lead to to great, long term results for your company - it's about time you use the phone to turn every call into revenues.
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