Build Rapport During Telemarketing

Customers buy from people that they know, trust, and like. To make your prospects or customers like you, you have to build rapport. Even if you're just selling over the phone, building rapport is important during telemarketing.

There are several ways to get your prospects/customers to know, trust and like you.

1) Listen and Acknowledge

If your customer feels that you're not listening and hearing what he is trying to say, it instantly kills the rapport. To make sure you don't kill the rapport, let the customer speak. After the customer is done speaking, pause a little while then start talking.

Remember to acknowledge whatever the customer has just said during your sales call. To acknowledge, you can just say " I know what you're trying to say" or " Yes, I understand". Or you can simply repeat parts of what your customer has said.

2) Use Self-Disclosure

During the sales call, listen attentively to what your customer is saying and identify with what your customer is trying to say. Try to converse by sharing a bit of your own experience. You can start by saying, " That has happened to me, too!" or "I know what you mean because I did the same thing."

Be careful when you use this powerful rapport-building telemarketing technique. You might be disclosing too much information about yourself when instead you should be closing a business deal and not making a new friend.

3) Empathize.

Remember to empathize whenever when you are speaking to a disappointed or irate customer. Do not be tempted to be defensive when something has gone wrong. Instead of getting defensive, acknowledge your customer's feelings.

People want their emotions acknowledged, to be heard, or that somehow someone cares. When you empathize , you do not only calm your customers but help establish rapport as well.

Remember that to make people buy your service or product, they have to know, trust and like you. Now that you know how to establish rapport, you can start making more sales and become a successful telemarketing professional.

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Do You Sound Like A Chipmunk On The Phone?

How you sound on the phone matters. When you are a telemarketer, how you sound on the phone can "make or break" the call. If you sound scary, boring, or you sound like a Chipmunk cartoon character talking on the phone, most likely you are an unsuccessful telemarketer.

There are several tips on how to great that speaking voice when you are on the phone:

1) Use your diaphragm when breathing - Use breath to punctuate your point during the call.

2) Use Pitch - Modulate your voice when you are emphasizing something during the call. Modulating your voice will keep your listeners engages. You can develop your pitch by humming.

3) Be mindful of volume - During the first part of your call, ask you listener how your volume is, Know id you are speaking too softly or too loudly. Make sure you can maintain the appropriate volume throughout the call.

4) Moderate your pace - Don't speak too fast, some people might not keep up. Don't speak too slowly either. Speaking slowly will make other people uninterested in what you are saying.

5) Articulate - To minimize mumbling during the call, try to exaggerate your lip movement. Try reading tongue twisters and remember to exaggerate the vowel sounds.

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Telemarketing Is Not Dead

You probably get several calls a day from people asking for solicitations, or offering you discounted prices of a new product or service. You probably get calls or you're the one calling!

Just so you know, (just like rock music) telemarketing is not dead. Yes, online marketing is a phenomenal marketing strategy but telemarketing is still the mother of all marketing strategies.

Telemarketing is effective. Admit it. When someone introduces a new product to you online, there's a huge percentage that you're not going to rush and purchase the product instantly. You'll read the product description first and if you're not convinced that it's a good buy, you don't pursue the purchase.

But imagine if the product was not offered to you via the internet but through the phone. A telemarketer calls you and introduces the new product, detailing what the product can do and how it can make your life easier. If you're not convinced, the telemarketer provides you more details about the product. The telemarketer answers your questions and addresses your concerns on the spot. At that moment, with all your questions answered, you can deliberate whether to purchase the product or not. You can weigh the pros and cons at the very moment you are offered the sale - without any questions left unanswered.

This is why telemarketing works. This explains why telemarketing is effective. Telemarketing works because it allows sellers to establish a real relationship with the customer. Both the telemarketer and the customer can establish conversation at the beginning of the call. Questions and comments are answered and addressed at the moment the customers present their hesitations about the product or service. In telemarketing, there is too little queries left unanswered because the telemarketer is ready and prepared to provide you the needed information. Telemarketing works because it it direct and it "feels human".

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