Why Do We Need Rapport In Telemarketing?

Telemarketing – a marketing tool that never fails to leave a bad taste in the mouth of business prospects. Well, that is to be expected. After all, when it comes to being the most annoying or most troublesome communication tool, most people would rank telemarketing right at the top. But you also cannot deny that this is the one best medium to use when trying to get in touch with potential B2B leads . 

What makes all the difference here is how you establish rapport. 

Yes, rapport. By creating a positive image, by building a working relationship with your business prospects, it becomes easier for you to turn them into actual customers or long-term clients. You can do that as long as you can build rapport with them. 

This is something that you can do by following these simple tips:

  

1. Show genuine interest – you have heard of the saying ‘fake it till you make it’, right? While this might sound like a good advice, but in terms of appointment setting success, this is really not a good idea. Business prospects can be pretty sharp if you are faking it, and if they sense that from you, then you will not be getting any business from them.
2. Listen well – pick out key phrase or terms that they love to use. Incorporate that in your sales pitch. It is also advisable that you mimic the way your prospects speak, like the speed of their talk, their manner of speaking, or the tone of their voice. This helps put them at ease and make the conversation much easier for both of you.
3. Know how they like their information – each person has a unique way of taking information. Some are visual, other like to hear it straight, while there are those who prefer it demonstrated to them. Understanding the preferences of your prospects can be very useful in your lead generation process.
4. Breathing techniques – you would also would want to practice on your breathing. Remember that your prospects do not see you in person. How you sound, how you breathe, every little breathing noise you make can be taken for a different meaning. That is why you should be conscious you’re the way you breathe on the phone.
5. Look for their real aim – not everything you hear for the first time is the truth. And that is the same thing when it comes to sales leads prospects. They will tell you what is wrong, yes, but you have to ask the specifically to figure out what their real issues are. Otherwise, you would only be giving them band-aid solutions that will not do you or them any good.

See, it is not that hard to create a positive rapport with your audience. As long as you know where to start, and what to do well, then you would be successful in your lead generation campaign. You just need to put things in proper perspectives, not to plan your marketing efforts properly.