Hi, in your opinion what is the most optimized way of tapping maximum number of outbound customers i
Hi, in your opinion what is the most optimized way of tapping maximum number of outbound customers in a day and what could be good strategies to make it work for a remote team? 22 Mar 2017, 04:13pm
I am responding to your question on the assumption that by outbound customers you are referring to the customers/leads that are contacted by the company. If this understanding is not correct then let me know.
It is always easier to convert inbound customers than outbound (just like easier to tap repeat customers than new customers) - driven by customer intent. When a customer contacts you, they have shown an interest. However, when you reach out to a customer, they might not even be aware of their need. Though challenging, the most useful practices that I have implemented in my past life are:
1) Know your customers - research about him/her/them. If you know your customer, you can understand them better. Data of your customers can be a deciding factor to get an engagement from them
2) Create a rapport: establish your credentials early on in the interaction to create mutual rapport.
3) Be crisp and to be the point: don't spend time on unnecessary things. Aim to get your main message delivered in first 60 seconds.
To make this work for a remote team, one will need strong training and quality management. There are various tools available now that help you deliver virtual training session along with tests, tools that capture screenshots or parse calls to catch negative words, tools that allow you to provide near real-time feedback to your team so that they can act, and tools to track performance over a period of time.
Hope this answers you question. Feel free to ping me if you want to discuss this more.
I am responding to your question on the assumption that by outbound customers you are