5 Tricks to Turn Incoming Phone Calls into Profitable Deals
Posted: Thu Dec 26, 2024 3:48 am
Turning a call into a sale is not easy, especially if you are launching a new advertising campaign or, for example, starting to cooperate with a new agency, and are not quite sure how many clients it will bring you. To avoid such doubts, you need to take as much as possible from each phone conversation. But how to make each dialogue turn into profit?
1. Know when to screen calls
When working with calls, it is necessary to filter,indonesia phone numbers check and evaluate the potential client. First, analyze your advertising sources and determine what kind of traffic they generate. For this, you can use simple call tracking or an end-to-end analytics service for a more in-depth study of advertising effectiveness, before the deal and revenue from each request.
For channels that generate low-quality leads, you can afford to ask more follow-up questions to determine what exactly prospects want. For example, while mobile leads generate a lot of traffic, the inquiries are not always high-quality contacts.
Advertising channels such as TV, radio, outdoor advertising, etc. provide first-class traffic. Customers who come from there make an effort to write down the number and pick up the phone. They have a much higher closing rate, so they can be connected to a company representative immediately.
Don't waste your advertising budget
The call tracking and end-to-end analytics service will show the effectiveness of each source in terms of “from click to sale”.
Get a consultation
2. Read between the lines
To understand why a person is calling and whether they are ready to buy, you need to determine under what conditions the call was made. The better you understand the subscriber, the higher the likelihood that you will be ready for a productive conversation:
Establish the customer's location. Do you know where your target audience is geographically located? If you have several stores or branches, then by checking the caller's location, you can redirect the call to the nearest branch.
Have you already received a call from this number? Knowing whether it is the first call or a repeat call, try to determine whether the purpose of the call is to purchase a product or whether it is a question for technical support. In addition, a repeat call may indicate a customer who has returned for another purchase!
Consider the date and time of the call. A call made outside of working hours should not be a missed opportunity! If you have several call centers across the country, you can transfer the call to a call center that is still working, or set up forwarding to an employee's mobile.
Try to take all these conditions into account. When your representative speaks to a client on the phone, he receives a lot of information about the caller, which will allow him to make the dialogue more personalized and close the deal.
3. Ask questions in time
If the information you receive is not enough to determine the quality of the call, ask more questions. This is a great way to “warm up” the buyer. The potential client’s answers will not only be useful for the marketing department, where they will be easy to analyze, they will also save you time collecting information about the leads. Don’t be afraid to ask additional questions to gain further insight into the client’s preferences and behavior.
Each industry requires different information and a specific question to understand what to do next with the call. Here are some examples from industries where phone calls are especially important:
Insurance. Insurance companies benefit greatly from asking follow-up questions before they even send a customer to a representative. To determine the quality of a lead, it’s as simple as asking, “Do you own a car?” or “Are you married?”
Financial Services: Financial services companies have a few follow-up questions they ask before passing on a potential customer. To get this information, these companies typically ask how much debt the person has, whether they use online banking, and whether they are in the military.
Educational services . Higher education institutions cannot accept a potential student without a high school diploma or a diploma of general education. Therefore, one of the clarifying questions that universities ask before connecting the caller is: “Do you have a high school diploma?”
1. Know when to screen calls
When working with calls, it is necessary to filter,indonesia phone numbers check and evaluate the potential client. First, analyze your advertising sources and determine what kind of traffic they generate. For this, you can use simple call tracking or an end-to-end analytics service for a more in-depth study of advertising effectiveness, before the deal and revenue from each request.
For channels that generate low-quality leads, you can afford to ask more follow-up questions to determine what exactly prospects want. For example, while mobile leads generate a lot of traffic, the inquiries are not always high-quality contacts.
Advertising channels such as TV, radio, outdoor advertising, etc. provide first-class traffic. Customers who come from there make an effort to write down the number and pick up the phone. They have a much higher closing rate, so they can be connected to a company representative immediately.
Don't waste your advertising budget
The call tracking and end-to-end analytics service will show the effectiveness of each source in terms of “from click to sale”.
Get a consultation
2. Read between the lines
To understand why a person is calling and whether they are ready to buy, you need to determine under what conditions the call was made. The better you understand the subscriber, the higher the likelihood that you will be ready for a productive conversation:
Establish the customer's location. Do you know where your target audience is geographically located? If you have several stores or branches, then by checking the caller's location, you can redirect the call to the nearest branch.
Have you already received a call from this number? Knowing whether it is the first call or a repeat call, try to determine whether the purpose of the call is to purchase a product or whether it is a question for technical support. In addition, a repeat call may indicate a customer who has returned for another purchase!
Consider the date and time of the call. A call made outside of working hours should not be a missed opportunity! If you have several call centers across the country, you can transfer the call to a call center that is still working, or set up forwarding to an employee's mobile.
Try to take all these conditions into account. When your representative speaks to a client on the phone, he receives a lot of information about the caller, which will allow him to make the dialogue more personalized and close the deal.
3. Ask questions in time
If the information you receive is not enough to determine the quality of the call, ask more questions. This is a great way to “warm up” the buyer. The potential client’s answers will not only be useful for the marketing department, where they will be easy to analyze, they will also save you time collecting information about the leads. Don’t be afraid to ask additional questions to gain further insight into the client’s preferences and behavior.
Each industry requires different information and a specific question to understand what to do next with the call. Here are some examples from industries where phone calls are especially important:
Insurance. Insurance companies benefit greatly from asking follow-up questions before they even send a customer to a representative. To determine the quality of a lead, it’s as simple as asking, “Do you own a car?” or “Are you married?”
Financial Services: Financial services companies have a few follow-up questions they ask before passing on a potential customer. To get this information, these companies typically ask how much debt the person has, whether they use online banking, and whether they are in the military.
Educational services . Higher education institutions cannot accept a potential student without a high school diploma or a diploma of general education. Therefore, one of the clarifying questions that universities ask before connecting the caller is: “Do you have a high school diploma?”