With a service number or company number you are more visible to your target group. But how can you also increase your turnover with it? With a few small adjustments, your employees can get even more out of your inbound calls.

The following tips and strategies apply to both small and large companies. You may already be applying some of these, but the combination of all five will give you the best result.

1. Know what you want to say

You undoubtedly know your target group. You know what questions and doubts your (potential) customers have, what they spend their money and free time on and what they are sensitive to. With that knowledge in mind, you can create a call script with which your employees have an answer to every question. Because you do not want to treat your callers as assembly-line material, it is important that your agents put this script aside after studying it. This way they can give their own twist to the conversation and they come across as more personal. And that brings us to the next point.

2. Be human

New and existing customers know that you want to sell them something. It is therefore not necessary to mask this frantically. Even though your employees have a call script on their bulletin board and they always have their answer ready, encourage them to give a personal touch to the conversation. This can be done by showing understanding, making a comment about the news or the weather and not being afraid to laugh. In telephone sales, it is all about personal relationships and the chance of success is greater if you build a bond with your conversation partner.

3. Ask open questions

Every customer is unique. A script may be a good guide, but nothing more. Every customer reacts to different stimuli. To get to know him or her better and to prevent a conversation from ending abruptly, you would do well to ask open questions. So no questions that your conversation partner can answer with yes or no, but questions that start with, for example, how, why, to what extent, what or whereby.

4. Emphasize the benefits

Emotions are powerful buying triggers. When you are promoting a product or service, it is important that you mention the benefits instead of the features. Make sure that this list does not sound too rehearsed, but pause between the benefits. This way you give your customer the opportunity to let this benefit sink in. You can also gauge the customer’s reaction in this way and possibly respond to it later.

5. Ask for a reference

Whether the conversation leads to a transaction or not, feel free to ask the caller for a reference. Does he or she know someone who might be interested in your offer? Even if only one in ten callers gives the name of a possible interested party, you still have the chance of considerably more sales. Because it sounds much better if you can mention the name of a family member, friend or business relation than if it is a pure cold call.

How to apply these tips almost unnoticed

Applying these tips is not something you do overnight. Your employees will have to get used to this. To avoid having to organize new training sessions, you can, for example, implement one tip per week. The Call-recording function helps you to check compliance with your new guidelines.