How To Get Face To Face Over The PhoneWritten by Jim Klein
One disadvantage of selling by telephone is lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see look on their face when they are confused about something you said. You can see delight when you hit a hot button for them. You can read shifts in their body as they respond to your every word. All of this non verbal communication is missing when you are selling by phone. Selling over phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This technique will give you back that advantage you might have lost. Asking The Right Questions By asking questions that solicit a response from your prospect you will get an idea of what is going on inside prospects mind. Normally these questions are asked during your presentation or while answering objections. Let's say you are describing how your product or service will benefit prospect and you haven't gotten any kind of verbal response from them. This is time to ask a question like: Does that make sense to you? How does that sound? Are you with me so far? If you are answering a question or concern you should ask a question that verifies that you have handled their objection, such as... Does that answer your question? What you are looking for is feedback from them so you can see what they are thinking and so you know how to proceed.
| | How To Get Valuable Feedback From Your Customers Written by Adrian Kennelly
You can learn many things you didn't know about your business by getting valuable feedback from your customers. Your customers may buy your main product just to get free gifts. Your visitors may think it's to hard to navigate through your web site. By knowing this type of important information you can improve your web site, products/services, advertising, and marketing. Below are nine techniques you can use to get valuable feedback from your customers. -Use surveys and questionnaires regularly to improve your business. Publish them on your web site, e-zine, print newsletter, direct mail material, include them with product shipments or inside product packages. Post them on appropriate online message boards, e-mail discussion lists and newsgroups on internet. -Create an online community for your customers. Include a chat room, message board, e-mail discussion list on your site for customers to participate in. You can regularly moderate these communities to see what your customers are saying about your business. -Give away your products to a group of your customers. Ask them to use and review product. Ask them to fill out an evaluation form and send it back. Some customers may fill them out, some may not, but feedback you do get will be valuable. -Offer your web site visitors an online product or service from your web site at no cost. It could be an ebook, search engine submission, consulting via e-mail, web design, etc. In return, ask them to fill out a short survey about your web site, products or services you're selling, customer service, or your web site. -Create a customer focus group. Invite ten to twenty of your most loyal customers to meet regularly. They will give you ideas and input on how to improve your customer service. You could pay them, take them out to dinner or give them free products.
|
