The best techniques to optimize your telephone prospecting
Telephone prospecting is establishing itself as a major sales lever in 2024, with a conversion rate of 45% 1 . The effectiveness of telephone canvassing is confirmed by the marked preference of consumers: direct exchanges positively influence the purchasing decision of 90% of them 2 . On average, a company makes 52 calls per day to convert its sales opportunities 3 .
Why does telephone prospecting remain an effective tool?
Telephone prospecting establishes a direct, human connection with the consumer.
Advantages of telephone prospecting compared to other channels
The prospecting call allows for instant gambling database communication, but also a better qualification of needs. 71% of buyers prefer to be contacted from the start of their purchasing journey 4 . Even more significantly, 67% of prospects accept an appointment if the sales pitch is personalized 5 .
When to use cold calling for optimal impact?
Cold calling is most effective between 4pm and 5pm, and then from 11am to 12pm 6 . Calls made from Tuesday to Thursday generate 46% more conversions, with Wednesday being the best day 7 . Avoid Monday, which is generally too busy for your prospects.
Good to know : A call is more likely to be successful if it is made within 60 minutes of the prospect interacting with your company (downloading a document, email, etc.) 8
Preparing for telephone prospecting: the keys to success
A successful telemarketing team relies 6sense’s buyer intent detection on a solid telephone pitch and masters the new regulations. They impose specific call times: Monday to Friday, from 10 a.m. to 1 p.m., then from 2 p.m. to 8 p.m. 9 .
Set clear goals for each call
Your telephone prospecting script must aim for a specific objective: qualification, appointment or direct sale. The objective is to structure the call, but also to adapt your sales pitch to achieve a concrete result with your prospect.
Create a structured and flexible script
An effective telephone pitch includes:
- A hook of 30 taiwan lists seconds maximum.
- Targeted qualification questions.
- Answers to common objections.
- A compelling value proposition.
Learn about the prospect before calling
Pre-prospect information gathering should focus on:
- Browsing data on your website.
- The history of previous interactions.
- Consumption habits, if available.
- Relevant socio-demographic information.
- Preferred contact times.