Have you ever had a person call you to ask one question about a service or product, usually about the price, and then immediately hang up once they’ve gotten their answer? In the telemarketing business this is called a hit and run inbound call. The question is, do these callers have any value? If so, how do you gain from these hit and run calls?
The answer is yes, these callers are of value because if they weren’t interested in the product they were calling about they wouldn’t take the time to dial the number. This makes them a qualified lead. They like what you’re doing enough to shop around and see who has the best price. You only have seconds to react though, which means you have to identify a hit and run call quickly and know exactly what to say to keep them on the line longer.
Gain Control of the Call
If you give the caller the information they need immediately, you’ve lost your only bargaining chip in the “conversation.” Once they get that information, they no longer need to stay on the line with you, at which time they’ll disengage. Withhold the information until you get some information on the caller. Ask for their contact information. Once you’ve got that you can add them to your call list for future lead nurturing.
Tactful Interaction Leads to Information
The caller will probably push you for the price, which means you have to retain some tact in order to let them know you’re not giving them the runaround; you will give the information they want, but that doesn’t mean you can’t request some information about them first. Just let them know that in order to help them, you need to have specific information to best answer the question. Once they’ve agreed to share their information with you, take it a step further and ask what their specific needs are at this time. This is valuable information that can lead to future product development aimed at a specific target market.
Blue Valley Telemarketing Many Solutions
The professionals at Blue Valley Telemarketing know what it takes to tactfully communicate with your target market, whether its an outbound campaign or an inbound caller who has the potential to be a hit and run. Blue Valley Telemarketing professionals are skilled at customer development, which means they know that not every call is going to be a sale, but could be nurtured into a high-profit sale in the future with the right guidance.
Blue Valley Telemarketing knows the broader role of telemarketing involves personalized services that outmatch in-house efforts that use CRM data as their only source of information. With this personalized approach, which really has no match in that regard, telemarketing is capable of achieving higher conversion rates. Automated procedures might be cost effective, but they often get in the way of the personalized approach that generates results. Contact Blue Valley Telemarketing today and find out how we can bring value to your company.