Hot phone calls are a technology for the sale of goods and services, involving telephone calls to customers. At the same time, potential buyers or customers are already familiar with the proposed product, have purchased it earlier or have shown interest in it.
Hot phone calls are a method of selling any product or service that is widely used by managers and other salespeople around the world. This technology assumes the presence of a base of customers who previously purchased the proposed product or were interested in its properties, features, characteristics. These buyers or customers are not only familiar with the selling company, but are often interested in purchasing a product or service, so the manager's task is many times simplified compared to cold calls when negotiations have to be conducted with absolutely strangers. The effectiveness of hot calls also significantly exceeds the effectiveness of cold calling, but it should be remembered that this technique is more often used in current activities, it is almost impossible to use it for business development.
Rules for making hot phone calls
Hot phone calls are usually made by the sales team in accordance with a certain internal company algorithm. This algorithm is not rigid, but it is important to negotiate in a logical sequence. The main rule is to constantly remind the client about the benefits of the product being sold, the benefits of cooperation with a specific seller. The task of a manager with a hot call is not only to complete the next transaction, but also to retain a regular customer or customer, leaving him with a positive impression of the purchased goods and services. If this task is not met, then the likelihood of the client's transition to competing organizations that can find and attract him as a result of professional cold calling or other methods increases rapidly.
Who Should Negotiate?
Many companies are looking to reduce their own staff costs, so they use regular operators for hot phone calls. Practice shows that such savings lead to the loss of a part of regular customers, since a professional sales manager constantly warms up the buyer's interest in the purchased product, performs several tasks at the same time. An ordinary operator will not be able to achieve such goals due to the lack of appropriate skills, as well as ignorance of the specifics of interaction with customers. The maximum task for him may be the conclusion of the next deal, which does not mean effective retention of the client.
