A la hora de poner en marcha una estrategia de marketing telefónico para conseguir entrevistas, prepara un instructivo de sólo una página teniendo en cuenta los siguientes puntos:
Tip #1 – Comienza aclarando el objetivo – obtener X entrevistas diarias para hacer la presentación de ventas.
Tip #2 – Es pre-venta, NO venta (quieres que le interese la entrevista)
Tip #3 – La generación de interés se produce cuando hablamos de beneficios – NO de características. Los beneficios son lo que el producto o servicio hace por el cliente – responden a su pregunta de «qué hay de bueno para mi en esto»
Tip #4 – Presentarse: Buenos días Sra. de Gonzáles, le habla Juan Pérez de TuEmpresa…
Tip #5 – Solicitar permiso: …tiene unos minutos? (la persona puede estar ocupada y apreciar que respetes su tiempo, a la vez te aseguras de que no estará distraída y entenderá lo que le dices)
Tip #6 – Re-presentarse: …como le decía Sra. de González, le habla Juan Pérez de TuEmpresa…
Tip #7 – Decir el motivo: …le llamo hoy porque tengo una propuesta para (mejorar) «lo que sea que hace tu producto o servicio», le queda bien una entrevista mañana entre las 10 y las 11 o prefiere por la tarde entre las 17 y las 18? (nota que le estoy dando opciones de horario y no opción a que me diga que sí o que no :-)
Tip #8 – Si el prospecto quiere saber más sobre la propuesta: …Sra. de González, lo que voy a explicarle incluye 3 importantes beneficios, Beneficio-A, Beneficio-B y Beneficio-C, PERO, para hacerle la mejor propuesta en términos de SU conveniencia, necesito reunirme PERSONALMENTE con usted… le queda bien una entrevista mañana entre las 10 y las 11 o prefiere por la tarde entre las 17 y las 18?
Usa esta técnica para conseguir entrevistas y tu marketing telefónico multiplicará sus resultados.
Autor: Miguel Ángel de Alzáa, http://www.marketineros.com. Este artículo puede ser republicado siempre que se incluya este texto, incluyendo el link operativo.
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