Tandem insurance = telemarketing leads
Sales representative working on the ground is sold and make telemarketing leads only during discussions with the client. The rest of the time spent on travel, for waiting on customers, in conversations, which prove to be unproductive and a conversation that does not come into effect, because the client just dropped something.
The trader does not use the phone, while the American representative of up to 25% of the time spent on telephone interviews with the client. Can not be surprising then that - in a country where distances are exceedingly more - travel and waiting for the client it takes only 18% of the time, whereas in Great Britain, France, Germany and Italy - 54%.
On the experience of the reluctance to call consists of several factors, not only insurance advisors, but all groups of sales representatives:
* Fear of rejection. During normal working day trader takes several visits. Even if some of them to visit, which ends with the offer rejection, rejection of which is spread over time. Therefore, the relatively easily be eliminated. The same amount of bounce may take place within 15 minutes devoted to phone calls. Vendors, therefore, do everything to avoid bounces.
* Lack of organizational skills. A good trader is a person smart, dart, creative, and when not lifting the discipline imposed from outside. Meanwhile, the success of a call depends, above all, from its design, from the setting of objectives will be made before the first interview. We must collect and organize your notes, you must determine the amount of discussion which should be performed as soon as possible, within a certain time, you need to determine very precisely the course of the conversation. This disciplined approach radically different from the style of a representative field of action. Rarely, when traders are prepared for precise, concentrated at the time of action. Therefore, the hate call.
* Misunderstanding the phone. Representatives of the field they love what you see. They are normally very seriously trained in controlling the body language. During the call, as represented by trained field Slepčany feel. There is a including to "see the ears."
Call differs significantly from the direct contacts undertaken by the agent only:
* Reach decision-makers. Most traders have to overcome the ease of machine that makes contact with his boss. The charm, which uses a field representative in direct contact with the machine too often seems to many during a call.
* The ability to act swiftly. Call usually lasts a few minutes. The first 15 seconds are critical to the success of the conversation. Compared to direct the conversation to something very short.
* Show only the relevant features and benefits. Most traders have a tendency to speak too much on the phone. In this way opportunity to transfer what is important. This is especially so because the trader is trying to sell a product over the phone (telemarketing leads) and not be able to meet. This - seemingly small - the difference is usually invisible to them.
* Voice and listening skills. While direct sales, according to a person looks and behaves is the key date, the only dzwonieniu has a voice that tries to provide something the other person. What counts is also - not less - the ability to listen to it (usually) do not develop the merchants.
* Time management in a telephone conversation. Series of talks - something, which is planned for one hour, two, top day, while the visit is planned in the longer stretches of time.
There is yet another reason why the seller is no longer calling. She is on the schedule of their working time during the day. The trader with large territory to service needs to start very early in the morning, too early to ring. The trader returns home this evening, when it is too late to ring. During the day, and it is difficult to call because it is not appropriate to be ringing from one customer to the next. Thus, in addition to the reluctance to dial, traders may not have completely the possibility of appointment by telephone.
Despite the existence of the above factors, the National Insurance advisors are the vanguard of change in the style of work traders. Many of them - expressing reluctance dodzwonienia appointment and meetings - he does it. Some people hire friends or members of families who agree to the meeting.
Imagine now a different layout - cooperating with each other telesprzedawcy tandem with a representative of the field. Cooperation is as follows:
* Contact with large quantities of potential customers and qualify callers merchant. During a phone conversation can learn a lot about the company, which the trader will be visited, including, in the days and hours is the most easily approached a person with whom the trader will speak.
* Merchant telemarketer Contracting with the client.
* The trader has selected days of the week reserved for visits by the Contracting telemarketer. The remaining days of the week can be devoted to the visit, which arise as a result of direct talks with merchant customers.
* Since the telemarketer is sitting still on the phone, any change in the schedule, the customer may transmit through handlowcowi telemarketer.
* Since the telemarketer knows at what time and who is appointed trader, knows the phone number where he can be reached at any time, you may call and notify dealers of the change. It can also schedule it to place and arrange another visit.
In this way, better prepared to direct dialogue with customers much more productive use of their time. It is not zaskakiwany wymuszanymi schedule changes by the customer. Do not go in vain to the village and not waiting in the waiting room to the person who just dropped something. He does all of that in what is good, that is, talking with customers, and thus also sells. Generate income for themselves and for the company.
Working in tandem, insurance consultant gets ... telemarketing leads
* Customer agreed, along with information about it
* Consecutive meetings without the need to conduct meetings in the future wybiegających
* Access to new, potential customers (as well as meetings with customers from a pool of his own reference)
* Image of a professional agent, with secretarial support (continuously trained telemarketer)
* Feedback on the effectiveness of information activities and the telemarketer's own actions sprzedażnych
* The possibility of transferring to another, more effective telemarketer (on request)
* Regular consultations on the sale of technology
