For those in the inbound telemarketing business, you will most certainly have experienced having business leads calling you simply asking for the price of your products or services, and then hanging up. This is what I call “hit and run” inbound calls.
First of all, why are these callers important?
There is a large chance that these callers are qualified business sales leads as they have already decided on a “solution” and are now canvassing for a good price. If you know how to respond properly to these telemarketing calls, you can prevent these calls from being a case of “hit and run” and actually turn it into a sale.
How can you turn these calls into productive telemarketing inquiries?
There are two important things you must remember: getting the contact information from the caller and not giving them the price right away. If you give the price for your products and services the moment your caller asks for it, then you lose control of the telemarketing call entirely. The b2b lead will no longer need your help and they can easily hang up on you. If you withhold the information they need, you will have a chance to get necessary information and find out if they are a qualified b2b sales lead and eventually convert them. Asking for their contact information allows you to add them to your telemarketing list for possible lead nurturing or so you can call them should the connection suddenly get cut.
How do you keep your caller from pushing for the price?
It’s inevitable that your caller will insist by saying that they just need the price. You (or your professional b2b telemarketers) can inform them that you follow a specific procedure to find out the exact needs of potential clients and then base your pricing depending on their situation. You can also give a rough range based on their initial description of their need. Once they agree to going through your process of sales leads qualification, find out as much about their problem as possible so that you can ask them for a business appointment or get them to convert. Make them realize that your services (and/or products) are the best solution for their problem, not just a plausible option.
When you implement this method of answering inbound telemarketing calls, you will be less likely to experience telemarketing hit and runs and be able to convert more inbound callers in the future.
This post originally appeared at Callbox Sales and Marketing Blog