Phone calls
The goal may be:
growth in sales volume;
expansion of the client base;
attracting potential buyers.
After setting the goal, we select the vietnam number audience for making phone calls. We will divide potential clients into target groups based on their readiness to make a purchase and their level of knowledge about the product and the company. Let's take it as a rule: people whose contact information is in the client database will be defined as leads. There are the following types:
"Cold" - potential customers who have no experience with the product, are not familiar with the brand. They do not currently feel the need for what you offer.
“Warm” – this group of customers is already aware of the product and company through advertising or third-party sources of information, but has not yet made a purchase.
"Hot" - previous buyers/consumers who contacted you themselves. Representatives of these leads are set to purchase the product, their goal is a deal.
Let's compare our goals and audience to determine the appropriate type of telemarketing:
Cold calling Warm calls Hot calls
Target Expanding the customer base Attracting potential buyers, sales Sale
Lead Cold Warm Hot
This shows that only hot calls are aimed at sales. But only 20% of companies use them, compared to 50% working with "cold" clients and 30% with "warm" ones. Do not repeat the mistake of many who do not notice this good way to increase sales. Let's conduct a more detailed analysis of hot calls.
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When is it appropriate to use hot calls?
Hot calls, what is it? Communication with your current customers or those who are interested in the product and are eager to buy it. Advantages of hot calls:
focus on sales;
establishing strong, trusting relationships with the buyer;
low price;
high efficiency.
You have a customer database at your disposal, where full information about the actions of each individual buyer is stored: registration on the site, filling the basket in the online store, purchases. They will be an indicator that the person is sufficiently interested in the purchase. In addition, an incentive for a heated conversation with the client can be his contact with you by e-mail or other means of communication.
Example. Let's say we've discovered that a person has performed the intended action by putting a product in the basket, but hasn't completed the purchase. The consumer has probably shown interest in the product, but some factors have caused him to have doubts. During the phone conversation, it's important to determine what caused the potential client to refuse the purchase and resolve this issue. In some cases, the consumers themselves take the initiative and make hot calls. In this situation, it's important that the staff is prepared for such communication and doesn't scare off the buyer. Now let's discuss how to train managers to conduct effective hot conversations.
How to assess a customer's readiness to purchase a product h3
The first indicator is the expressed interest in purchasing a specific product, awareness of the exact name, properties and approximate price.
The buyer is in the purchasing decision stage and probably has some final questions to answer.
Studying all previous conversations, requests and actions of the client gives an idea of what he can change in the request.