Hello and welcome, everyone! I’m Saidul, and I’m thrilled to guide you through this training session. Whether you’re here to sharpen your skills, learn something new, or take your expertise to the next level, you’ve made the right choice. Today, we’re going to dive into what telesales specialists do, how to get prospects, how to increase prospects to make more sales, and ensuring you leave with valuable insights and practical knowledge. So, grab your notepad, get comfortable, and let’s get started on this exciting learning journey together!
Understanding the Role of a Telesales Specialist
As youāve applied for the role of a telesales specialist, itās important to understand what this role entails. A telesales specialist aims to:
Identify Decision Makers: Engage with key decision-makers within target businesses who have the authority to hire the services or purchase the product you are selling.
Expand Market Reach: Increase brand awareness and market penetration by contacting businesses across various locations and industries.
Generate Leads: Offer your services or product to entice potential prospects to consider switching to or hiring your services or buying your product.
Build Relationships: Develop a strong bond, gain trust, and establish initial contact with potential prospects that can lead to long-term business partnerships.
Generating Leads: The Power of Cold Calling
One of the most effective ways to generate leads as a telesales specialist is through cold calling. Hereās why cold calling is so important:
Direct Engagement: Cold calling allows direct interaction with potential customers, providing an opportunity to present the value proposition of your services or products clearly and persuasively.
Immediate Feedback: Through conversations, you can gather immediate feedback, address concerns, and answer questions on the spot, which can help refine your pitch and approach.
Targeted Outreach: By focusing on specific business categories and locations, cold calling ensures that efforts are directed towards prospects with higher potential, increasing the chances of conversion.
Human Connection: Personalized phone calls can create a stronger connection with potential clients than impersonal emails or advertisements, making it easier to build trust and rapport.
Janitorial Services An Overview
Since you are applying for a position related to janitorial services, itās important to understand what these services entail. Janitorial services refer to the cleaning services provided to business places, not residential homes. They include:
Daily Cleaning Services
Dusting, wiping surfaces, vacuuming carpets, sweeping and mopping floors, cleaning restrooms, and emptying trash bins.
Extra Services
Deep cleaning, specialized cleaning services, and facility maintenance.
Businesses can benefit from janitorial services by creating a healthier work environment, enhancing employee productivity, projecting a professional appearance, and prolonging the lifespan of floors, carpets, and other assets.
Understanding the Script
A script is a written dialogue or guide used during interactions with prospective customers. Hereās the script for janitorial services:
Introduction and Identifying Decision Makers
Agent: “Hi, may I speak with the person in charge of your office cleaning services?”
If transferred: “Hello, my name is [Agent Name] from [Company Name]. How are you doing today?”
Presenting the Offer
Agent: “The reason for my call today is that we will have one of our managers in your area next week. Weāre checking if they could stop by for a quick 5-10 minute visit to give you a free estimate on your office cleaning needs. Are you available next week on Mon/Tue/Wed/Thu/Fri at [Time]?”
Qualification Questions
- Are you currently using an outside company or is it in-house?
- If outsourced: How many times a week does your current cleaning company clean?
- If in-house: Are you actively looking to outsource now or in the near future?
Schedule Appointment
- May I have your First and Last name please, So our sales rep can address you properly?
- Can i have your Job tittle please?
- Correct me if iām wrong, I have your business address here as __________.Ā And the Business name would be __________. Is that right?
- One more thing, Will you be the one whoās gonna meet our sales rep on that occasion? (If someone else will meet, than also take that personās Name and Job tittle.)
So Mark on your calendar!Ā We will be meeting you on Monday(date) at 10:00 AM. Thank you so much for your time. Hope you have a wonderful day.
Handling Objections
Here are some common rebuttals and responses:
- Not Interested: “Would you mind telling me if you already have another service or are doing it in-house? If outsourced, we donāt mind being used as a backup. We are a top-notch janitorial company. You can compare your current service with ours. Are you available next Monday?”
- What Services Do You Offer?: “We offer a comprehensive range of janitorial services, including daily office cleaning, carpet and upholstery cleaning, window washing, floor maintenance, and more. Our services are customized to meet your specific needs. Are you available next Monday for a free estimate?”
- How Much Do Your Services Cost?: “Our pricing is based on the size of your facility and the specific services you require. We offer competitive rates and would be happy to provide a free, no-obligation estimate. Can we schedule a time for one of our specialists to visit your location?”
Follow-Up
Follow-up is a critical aspect of the sales process, especially in a campaign like offering free estimates on janitorial services.
Why is followup so important.
- Builds Relationships: Follow-up helps in building and nurturing relationships with potential clients. It shows that you value their time and are genuinely interested in providing a solution to their needs.
- Increases Conversion Rates: Many sales are closed during follow-up conversations. Prospects often need time to think about the offer or discuss it with other decision-makers. Follow-up ensures you remain on their radar during this decision-making period.
- Clarifies Concerns: It provides an opportunity to address any questions or concerns that the prospect might have thought of after the initial call. This can help in moving them closer to making a decision.
- Demonstrates Professionalism: Regular and timely follow-up reflects your professionalism and commitment. It distinguishes you from competitors who may not be as diligent.
- Maintains Momentum: Follow-up keeps the conversation moving forward. It prevents leads from going cold and helps in maintaining the prospectās interest in your services.
Thank you for being with me throughout this session. Weāll see you in the next post where we will dive deeper into the final steps to complete your job efficiently.
[…] business world, the phone is still a key tool for sales pros. Did you know that well-trainedĀ telesalesĀ reps can increase their sales by up to 20%? With the right skills and strategies, you can also boost […]