Wat is leadopvolging?

Leadopvolging is het proces waarbij je contact opneemt met potentiële klanten (leads) die interesse hebben getoond in jouw product of dienst. Dit kan via:

• Telefonische opvolging
• E-mailmarketing
• Social selling
• Persoonlijke gesprekken

Een effectieve opvolging zorgt ervoor dat leads niet afkoelen, en verhoogt de kans op conversie.

Waarom is snelle leadopvolging cruciaal?

Onderzoek toont aan dat bedrijven die binnen 5 minuten reageren op een lead, tot 9 keer meer kans hebben op een verkoop dan bedrijven die langer wachten. Waarom?

• De lead is nog warm en geïnteresseerd.
• Je bent de concurrentie voor.
• Je laat zien dat je betrokken en professioneel bent.

7 Tips voor effectieve leadopvolging

1. Reageer binnen 5 tot 30 minuten

Snelheid is essentieel. Zet notificaties aan of automatiseer je processen met CRM-software.

2. Gebruik een professioneel script

Zorg voor structuur, maar blijf persoonlijk. Luister naar de behoefte van de lead.

3. Vraag door op intentie

Wat wil de klant echt? Achterhaal de ‘waarom’ achter de aanvraag.

4. Personaliseer je communicatie

Vermijd standaardmails. Gebruik naam, bedrijfsinformatie en relevante content.

5. Kwalificeer je leads

Niet elke lead is een koper. Stel kritische vragen en focus op de warme leads.

6. Houd alles bij in een CRM-systeem

Zo voorkom je dubbel werk en behoud je overzicht op de salesfunnel.

7. Volg altijd op, ook als er geen reactie komt

Een tweede of derde poging kan het verschil maken tussen ‘geen reactie’ en een klant.

De rol van MisterSales in leadopvolging

MisterSales biedt professionele leadopvolging door ervaren telemarketeers. Hun aanpak:

• Direct contact met sales qualified leads
• Focus op snelheid en kwaliteit
• Persoonlijke benadering voor maximale conversie

“De juiste vragen op het juiste moment stellen is het geheim van succesvolle leadopvolging.” – MisterSales

Het opvolgen van leads is geen bijzaak, het is de motor van je verkoopproces. Door snel, persoonlijk en gestructureerd op te volgen, vergroot je je kansen op succesvolle conversies. Bent u benieuwd naar de mogelijkheden van de leadopvolging van MisterSalen? Neem dan gerust contact op!

Wat is Koude Acquisitie?

Koude acquisitie is het benaderen van prospects zonder eerder contact. Denk aan cold calling, ongevraagde e-mails of een LinkedIn-bericht uit het niets. De uitdaging? In enkele seconden interesse wekken, vertrouwen winnen én relevant zijn.

Kernpunten:

• Geen eerdere relatie.
• Initiatief ligt bij de verkoper.
• Succes begint met voorbereiding en personalisatie.
• Follow-up is essentieel.

Voorbeelden van koude acquisitie:

• Cold calling naar onbekende bedrijven.
• Ongevraagde e-mails naar potentiële klanten.
• LinkedIn-berichten naar decision makers zonder voorafgaand contact.

Voordelen:

• Mogelijkheid om nieuwe markten te betreden.
• Directe feedback van de markt.
• Potentieel voor snelle leadgeneratie.

Uitdagingen:

• Lage responsratio’s.
• Moeilijkheid om vertrouwen op te bouwen.
• Hoge afwijzingsgraad.

Veelgemaakte fouten: te snel pitchen, geen personalisatie, opgeven na één poging.

Wat is warme acquisitie?

Bij warme acquisitie is er al contact of interesse geweest. Denk aan opvolging na een demo, een oude klant benaderen of leads via je netwerk.

Kernpunten:

• Er is al een relatie of aanleiding.
• Vertrouwen is deels aanwezig.
• Relatiebeheer en timing zijn cruciaal.
• Focus op waarde toevoegen.

Voorbeelden:

• Opvolgen van een demo-aanvraag.
• Contact opnemen met een lead die via een netwerk is doorverwezen.
• Benaderen van een oude klant die langere tijd niets besteld heeft.

Voordelen:

• Hogere conversieratio’s.
• Vertrouwen is deels of volledig aanwezig.
• Efficiënter verkoopproces.

Uitdagingen:

• Vereist goed relatiebeheer.
• Timing is cruciaal.
• Risico op verwaarlozing van de relatie.

Veelgemaakte fouten: deal als “binnen” beschouwen, geen nazorg of contactonderhoud.

De verschillen in het kort

Slimme tips van MisterSales

• Voorbereiding loont: weet wie je belt, en waarom.
• Luister actief: zeker bij warme acquisitie.
• Blijf opvolgen: één contactmoment is zelden genoeg.
• Pas je stijl aan: elke lead vraagt om maatwerk.

Slim verkopen: combineer koude en warme acquisitie voor optimaal resultaat

Koude en warme acquisitie zijn geen tegenpolen, maar complementair. De koude lead van vandaag kan de warme deal van morgen zijn – mits je hem goed opvolgt. MisterSales helpt je daarbij. Klaar om te groeien? Plan direct een gratis adviesgesprek via mistersales.nu

Rol van MisterSales in acquisitie

Bij MisterSales begrijpen we het belang van zowel koude als warme acquisitie. Onze aanpak is gericht op:

• Expertise in Beide Vormen: Onze professionals zijn getraind in het effectief benaderen van zowel koude als warme leads.
• Maatwerkstrategieën: We ontwikkelen strategieën die aansluiten bij uw specifieke behoeften en doelen.
• Klantgerichte Benadering: We bouwen duurzame relaties op met uw prospects en klanten.

Telemarketing, for some a dirty word, for others a golden opportunity. But what if we take a sober look at it? No slick sales pitches, just effective communication that yields leads. At MisterSales we know exactly how that works. Despite all the new channels and shiny tools, the phone as a marketing tool is far from being phased out. In fact, precisely because everything is automated and digital these days, a well-placed call is more noticeable than ever. Delicious!

De telefoon als marketing-instrument: dinosaur of dark horse?

At a time when marketers are pouring over each other to embrace the latest AI tools, TikTok trends, or conversational widgets, we still have a powerhouse of a calling team.

Let's be honest: no one is waiting for annoying calls from people who want to smear you with something. Fortunately, that is no longer how telemarketing works, if you handle it right. Modern telemarketing is all about having relevant conversations, at the right time, with the right person.

MisterSales is all about quality. No scripted chatter, but real conversations. We delve into your business, your target group and your goals. In this way, our conversations align with your story – and the people we speak notice that.

Why companies still choose telemarketing

Direct impact with direct contact

A good phone call cuts through noise like a hot knife through butter. No algorithms that bury your message, no spam filters, no bounce rates. Just one-on-one contact with someone who really listens. At a time when everyone is tired of notifications, that's worth its weight in gold.

Conversion that pops

If you approach telemarketing well, you will score conversions that emails can only dream of. Especially in B2B, with expensive products or if the offer needs some explanation, a good conversation is often the fastest route to a ‘yes’. No bulk, but results with focus.

Relationship-building = still king

The telephone is not a transactional tool, it is a means of building relationships. You hear someone's voice, feel the emotion, and respond to nuance. Things that even the most advanced, “human” chatbot still fails to convincingly imitate.

An extension of your team

Our telemarketers are not cowboys who make a few phone calls just as quickly. They become part of your team. We speak your language, understand your market and keep you constantly informed. We not only build lists of prospects, but also trust.

Calling still works (if you do it right)

Telemarketing is not a trick. It's a trade. And if you do it right, it can bring a lot. Not only in sales, but also in Insights, Customer Contact and relationship management. Do you want to know more about how we do this? Feel free to take a look around our site or contact us. We don't bite, we just call.

Another call about calling?

The phone is not dead, it just matured. No longer a mass tool, but a powerful tool if you know when, why and with whom you use it.

Just like a good bottle of whiskey: not for everyone, but when the moment comes, then there is nothing better.

Want to decide that moment together? Then feel free contact up! Our team is happy to help you.

Op zoek gaan naar een baan is een belangrijk traject wat veel tijd kan innemen. Je wilt je zo breed mogelijk oriënteren en dit vergt veel energie. Dit is logisch omdat je vaak door de bomen het bos niet meer ziet. Bij MisterSales kunnen wij deze tijd voor jou besparen, omdat wij gericht op zoek gaan naar de ideale baan die past bij jou. In dit artikel bespreken wij de voordelen die het jou oplevert als je je inschrijft bij een recruitmentbureau.

Persoonlijke aandacht

Wij nemen de tijd om jou persoonlijk te leren kennen, zodat wij een compleet beeld krijgen van jouw wensen, maar ook van jouw kwaliteiten. Wij werken al jaren samen met onze vaste opdrachtgevers. Hierdoor hebben wij veel kennis van verschillende vacatures en weten wij dus wat de functies inhouden. Zo kunnen wij gerichter op zoek naar een functie die past bij jou als persoon.

Korte lijnen

Een ander voordeel is dat een recruitmentbureau korte lijnen heeft met hun opdrachtgevers. Naast dat wij jou het gehele proces ontzorgen, verloopt de communicatie vlot. Een recruiter is namelijk de tussenpersoon tussen jou en de organisatie. Dit maakt een recruiter ook de contactpersoon van beide partijen. Doordat wij voorzien zijn van kennis tussen beide partijen, weten we precies waar we moeten zijn om de vacature te bespreken en kandidaten voor te stellen. Jouw kansen op een baan worden daarmee vergroot.

Verloop proces

Het inschrijven bij een recruitmentbureau is geheel gratis. Jij laat een formulier en/of CV achter en komt bij ons in het kandidaten-bestand. Hierdoor kunnen wij voor jou aan de slag en gaan wij actief op zoek naar een passende vacature. In de tussentijd blijven wij in contact om de ontwikkelingen te bespreken. Hierdoor blijf je toch betrokken in het proces.

Past de functie niet zo bij jouw verwachtingen? Dan is dat geen enkel probleem.

Wij gaan net zo lang door tot dat jij tevreden bent.

Hulp bij CV en sollicitatiebrief

Naast dat we jou helpen met jouw nieuwe baan, ondersteunen we je ook met andere zaken. Zo zullen we feedback geven op jouw CV en kijken we samen naar het schrijven van de ideale sollicitatiebrief.

Een sterke sollicitatiebrief verhoogt jouw kansen op het krijgen van de baan. Voor veel bedrijven is motivatie een heel belangrijk aspect. Jouw motivatie kan je goed verwoorden in deze brief.

Ben jij op zoek naar een nieuwe baan? Neem dan vrijblijvend contact met ons op. Wij staan klaar om jou te helpen bij de zoektocht naar jouw droombaan.

In the last period, we see that more and more companies are using referral recruitment. Referral recruitment is the’ through-through " recruitment of personnel. Think of networks from your own network, the network of current employees or the network of former employees.

In order to qualify for referral recruitment, it is important that you clearly position yourself as an employer. It is also important to have a healthy working environment in which the employees genuinely radiate positivity towards any candidates.

HOW IMPORTANT IS REFERRAL RECRUITMENT?

Referral recruitment is best known for its cheap properties. 63% of recruitment professionals see this recruitment tool as the most important in achieving their goals. This is because referrals attract better quality candidates.

WHO IS IT SUITABLE FOR?

Referral recruitment is especially suitable for larger companies. Large companies are looking for new employees on a larger scale. The network of a large company, with its many employees, is also many times larger than that of small companies. Of course, small businesses are also eligible for referral recruitment. However, these small businesses can skip making a strategy entirely. On the other hand, they must ensure a positive atmosphere in the workplace.

THE BENEFITS OF REFERRAL RECRUITMENT

Referral recruitment and selection constitute the following advantages:

• Because of this methodology, the candidates often stay longer in service.
• Employees feel taken seriously by the company
• You work efficiently on your employer brand
• Good price-quality ratio

REWARD

Rewarding employees can take the methodology to an even higher level. It still takes the current employees a lot of effort to recruit new candidates from their own network. A reward can ensure that employees remain motivated and can thus deliver even better results. This doesn't even have to be an amount of money. Many employees already appreciate a bottle of wine, a bunch of flowers, a receipt or a personal thank you. Ultimately, everything revolves around a pleasant atmosphere in the workplace. It works wonders.

Along with the increase in online activities of consumers, the demand for optimal digital customer service is also increasing. With the rapid rise of Omnichannel Marketing, where companies use multiple channels to reach their customers, the boundaries of the functions are also blurred. Consumers no longer always go to the store to buy what they need, but also to return products that they ordered online. This also works the other way around: previously, digital customer services were often used to file a complaint. Increasingly, these telephone customer service are also used to make a purchase.

This is where your business opportunities lie. Customer service is seen by many entrepreneurs as a department that only costs money. With the rise of Omnichannel Marketing and the blurring of the boundaries between different channels, your service channels can also be used as sales machines. Service and sales will grow closer together.

BE PROACTIVE FOR AN OPTIMAL CUSTOMER EXPERIENCE

Waiting for a customer to contact your customer service to submit their complaint or ask a question is an outdated idea of how it should be. In fact, you can grow loyal customers yourself by forcing your service teams to be proactive in supporting the customer. You offer them a helping hand with a problem that you have already identified, but that they themselves have not yet come up with. The customer perceives this as a positive experience with your company or brand. They will therefore come back more often, because they know that they are optimally served.

Serving the customer before they have discovered their problem themselves, we are increasingly seeing them again. Yet it is already being applied in today's society. Think of a luxury car brand like Mercedes. At Mercedes, they have set up a special service team. These act immediately if your car automatically gives a signal of a malfunction or software problem. They then contact the customer, without the customer already being aware of this.

COLLABORATION BETWEEN DEPARTMENTS

The fact that the boundaries between all departments are blurring is now clear. The opportunities that this offers for you as an entrepreneur have increased significantly Do you want your customer service to no longer be a necessary expense, but even become a profitable department? Then several departments will also have to work better together. Customer service employees should be trained on sales skills. So that they know how to deal with sales opportunities.

SALES BECOMES CUSTOMER SERVICE

Of course, this also applies the other way around. Customer service employees need to learn sales skills, but salespeople can also learn something from the customer service employees. Satisfied customers remain. With that in mind, it is up to you to think carefully with your organization about how you can offer added value and an optimal customer experience to all your customers.

The goal of your sales department should be to build a bond with your customers. Instead of wearing out everything and everything with the customer, you have to offer a solution that really helps them. It's about creating a personal one. Although this requires different competencies from your sales department, customer service can help them with this. An interaction between both departments.

Nowadays, a lot of customer contact is automated. Think of emails, contact forms, rushed phone calls to apps on your phone. However, customers need trust, clarity and transparency. This can only be achieved through personal contact. This need can be fulfilled in two ways, namely through inbound telemarketing and outbound telemarketing. Telemarketing will boost your business. Read Why here.

INBOUND TELEMARKETING

With inbound telemarketing, we see the initiative coming from the customer. The customer then calls a phone number and gets a telemarketer on the line. Because this is on our own initiative, we do not see any irritation during the conversations. With inbound telemarketing, the new customers are especially interesting, usually these customers are looking for information. Telemarketers can respond to this and the chance of actual sales is greater.

OUTBOUND TELEMARKETING

Outbound telemarketing is the opposite of inbound telemarketing. The initiative lies with the telemarketer. This call may be unwanted by the customer, so the chance of a negative conversation is high. To still benefit from the calls, distinguish between the target group. For example, it is tactical to approach existing customers who have already consumed before, personal contact can lead to repeat purchases with these prospects. There are also prospects who have already shown that they may be interested in a product or service. For example, they shared a message on Facebook. By approaching these prospects, we convince these interested prospects to purchase.

The biggest advantage of telemarketing is the direct contact with the customer. This offers more interactive information for both parties and opportunities for your company to grow. It can be crucial to clearly map out what the prospect wants to know in order to ultimately switch to sales. Telemarketing offers your company the distinctive ability it needs!

As of July 1, 2021, call-me-not register has disappeared and has given way to the opt-in system. From now on, customers must have given permission before they can be called. For you as an organization, a number of important things have changed. In this article we will take you through the change in the law, and what this means for your organization.

WHEN CAN YOU CALL AS AN ORGANIZATION?

In principle, as a company you can no longer just call. The traditional cold-calling has come to an end. Organizations with commercial purposes may no longer contact natural persons who are not yet customers without explicit permission. Think about calling consumers or other businesses.

This changes if the other party has given prior consent (opt-in) or if you want to call an existing customer.

In addition, there are a number of conditions under which you can call without permission.

• The target has previously been a customer of your company, for a minimum of 3 years and the company is calling about a similar service or product
• When your company conducts a market research
• The target has not specifically indicated during the orientation to a product or service that he / she does not want to be called (opt-out)

HOW CAN YOU ENSURE THAT YOU GET PERMISSION FROM POTENTIAL TARGETS?

The question that remains is: how do you as an organization ensure that you get permission to call? Asking a customer if they want to be called for new products or offers will not achieve the desired result.

You have to be creative as a company. Holding a giveaway can be the solution for this. When registering, participants must leave their phone number and give permission to be called. This way you as the company can still ensure that you get permission.

THE RIGHT OF OBJECTION

Despite the Call-Me-Not Registry being lifted, customers and potential targets still have the option to opt out of similar calls. They can use the”right of objection". If your customers or potential customers call on this, you as an organization are obliged to delete all their data from the call list and you are no longer allowed to call them.

WHAT DOES THIS MEAN FOR THE TELEMARKETING INDUSTRY?

The Call-Me-Not-Register does have consequences for the telemarketing industry. However, a different approach is called for. This approach requires a personal touch. At Mistersales Telemarketing we are prepared to enter into a relationship with our targets. In addition to using the phone, intelligent e-mail techniques are used to try to bind the customer to your product or service. The advantage of telemarketing is that there is direct contact and that this allows better communication

any questions can be answered immediately. How do we do that? View our approach

No more powerful means for rapid growth in specific target groups than the professional telemarketer. He directs on output, knows his target group and knows exactly how to help them.All this begins with proper preparation. In this article we will help you to prepare your telemarketing campaign perfectly, so that you will achieve even better results.

FORMULATE AN OBJECTIVE

Before you pick up the phone and start looking for leads, it is important to prepare yourself well. Always start with the dot on the horizon. What do you want to achieve? Setting a goal ensures that you achieve faster and better results.

Always set your goal smartly. A SMART goal is specific, measurable, acceptable, realistic and time-bound.

An example of a well-SMART formulated goal can be:
Today I want to have at least 5 appointments with potential customers by 17:00 over the phone.

A SCRIPT IS IMPERSONAL

Many telemarketers write a script and then read it out. We can't mention this often enough: delete the script. A script is impersonal, and the message doesn't come across as convincing. Are you excited to call? Or are you still not sure what to tell? Then a script can definitely help. Just always keep in mind that a script should only provide a foothold. In the end, you will get more results if you just enter into a dialogue with your target.

LOOK AT THE WEBSITE

Are you working on a B2B campaign? Always first take a look at the website or the social media channels of the company you are going to call. What does the company do? What problems might they face? Perhaps there are already things you see in advance that you can help them with. A short scan is enough for this. The real problems often only come up during the conversation!

FIND A CONTACT

Before you call, it's good to know who you're going to need. Are you looking for the person who deals with marketing, purchasing or perhaps the owner? A lot of information can also be found on the website or social media. Larger companies often have a reception. To ensure that you can be directly connected to the right person, it is useful to know a name. This makes it a lot more personal and gives confidence. The receptionist will connect you faster.

THINK OF AN ICEBREAKER

Then there is the moment. You get the right person on the line, and get their attention. To create an immediate connection and gain the trust of your target, it is good to throw in an icebreaker. Giving a compliment about a completed project that you came across on the internet is enough. You can also prepare this before picking up your phone.

How do you reach your (potential) customers? Technology is changing at a rapid pace, and this brings different Marketing and Sales opportunities to your business. What techniques do you use to attract customers to your business?

RATIONAL OR EMOTIONAL?

There are various techniques to approach (potential) customers. However, with many purchases that your potential customers make, emotion is what ultimately leads to a sales decision. It is therefore true that probably 99% of business and private(purchase)decisions are not rational choices and that emotions play the main role in the purchase decision.

PERSONAL ATTENTION

In today's market where technology takes over and personal attention is lost, it is even more important to focus on the emotions of your potential customer. Sales via the internet make service and price dynamic, but the personal aspect is lost and it is difficult to convince the customer.

The final purchase decision is made by what a buyer feels about your business and your product. If you can focus on creating an emotion in your buyer, the chances of a successful purchase increase.

The personal approach of MisterSales always offers sales opportunities. Do you want to know how MisterSales can help your business grow with qualified appointments? Call: 0783030023 or mail to: info@mistersales.nu

The new year has begun. But what does that mean for your company? What are the trends and developments for the coming years? In sales and marketing, speed is most important. Where does the focus of your marketing and sales team go?

The digital age

With the advent of the digital age, the world has completely changed. Not only in your private life, but also in business, we are confronted with technological developments on a daily basis.

The consumer is also aware of the possibilities that modern technologies offer us as an entrepreneur. This is reflected in the online shopping behavior of consumers. When online shopping had made its breakthrough, consumers waited an average of an hour for a response, today ten minutes is almost too long.

Real time sales

Real-time sales is on top of that. Because the consumer is aware of modern technologies, he assumes that you can respond directly to his demand.

This is the concept of real-time sales. Your customers are in direct contact with your sales team. The most common way is through a chat with your real sales team or through a robot. Speed is then your competitive advantage; this means that your customer does not have time to look at what your competition offers.

And not only the digital age is constantly changing, but around you are constantly developments. It is important that you know what these developments are so that you can arrange your annual plans accordingly.

The end of the year raises several questions for many entrepreneurs. Have the turnover targets been achieved? What are the goals for next year? What could be different or what could be better?

Turning dreams into action

The end of the year is in sight again. You are probably working to get all your sales targets around and look back on the past year. A good time to check with yourself what could have been different or could have been better in the future, so that the sales targets can go up. Maybe you need to train your staff or maybe your job is better outsource to one a team of real professionals?

Power from the outside

For many entrepreneurs, it is surely recognizable that business processes and practical matters are increasingly taking the place of your core business. Not only financial resources, but also the lack of expertise and resources within your company, can be reasons to outsource work. By hiring a professional, you have more time to focus on the core activities of your company. There are several ways an outside professional can grow your business

MisterSales it is mainly concerned with making and keeping successful from our customers! Do you want 6 Tips From MisterSales about how to your revenue targets you determine and achieve? Then Download our WhitePaper!

A cover letter: your first step in the search for your dream job. But what does such an ideal cover letter look like and what do you pack your potential employer with? In this article we give you 10 tips for an excellent cover letter, so that you can shine among all other candidates.

Tip 1: Be Original

Are you applying for different positions? Please note that applying with a general letter is a real no-go. Having a base ready May and certainly can be useful. Still, it is much more important that you know that each application is unique. So also write a unique cover letter for each application. Then the employer feels that you have put time and effort into it and are therefore willing to give that little extra.

Tip 2: be brief and specific

Always keep a cover letter short and bonding. The best cover letter is no longer than an A4. You can certainly take this as a guideline. Alternate short sentences with longer sentences, be formal and definitely show your personality in your letter. And very important: no spelling mistakes!

Tip 3: Write your cover letter according to the AIDA model

Your cover letter is an addition to your CV. Your letter shows your personality and motivation. To build this nicely, employers like to see the Aida model back:

1. Attention: Attracts the reader's attention
2. Interest: arouse his interest with your unique qualities
3. Desire: Awaken his desire for an acquaintance
4. Action: Encourage him to take the desired action: invite you for a job interview

Tip 4: Tell us why you are excited about the vacancy

Many cover letters are often too much about the applicant himself and too little about the company. Link your qualities to the needs of the company you are applying for.

The employer is certainly interested in you, but above all wants to know whether you fit the identity of his company. Explain why you think this is the case.

Tip 5: Always Be positive

Radiate enthusiasm, both in your text and in the first conversation. Motivate your choice for the position in a positive way. Do not be negative about, for example, your previous employer or other things from the past. Your potential new employer will otherwise get the feeling that you are unreliable and will later speak of him / her that way.

Tip 6: Close with a Call-to-Action

In the last paragraph, invite yourself for a job interview. Pack this in a neat and polite way, for example: ‘I would like to explain my motivation further in a personal conversation.’’

Tip 7: Save your cover letter with a logical name

It is recommended to save your letter as a PDF. This way you can be sure that the formatting is preserved. Also pay attention to the naming. The potential employer will also be shown the file name. As logical as this may sound, this is not obvious to everyone. We save you the examples of names that have passed the review with us.

Tip 8: have your cover letter reviewed

To avoid spelling mistakes, it is advisable to have your letter read by someone else before it is sent. Your cover letter will also be read from a different perspective. This can lead to areas for improvement. Adjust it where necessary.

Lead qualification is the process in which it is determined whether the lead fits into your ideal customer profile and would most likely become a customer for that reason. A lead already meets certain qualification requirements in advance. Think of budget, decision-making power, need and purchasing power. But how exactly does lead qualification work? And how do you gain insight into the characteristics of your potential customer? This blog will get you on the right track!

GAIN INSIGHT

To begin with, it is of course important to gain insight into your potential customer. To get a clear picture you want answers to a number of questions:

• Why are they interested in your product or service?
• What pain points can you solve?
• What value are they looking for?
• How do they solve the problem at the moment?

To get these answers, you enter into a conversation with your potential customer. This can be done over the phone or, for example, with a cozy lunch. During the conversation, it is important that you do this out of interest and let it happen. Prospects ignore intrusive, annoying salespeople with smooth talk. So avoid this to get your potential customer in!

QUALIFYING LEADS

Depending on the criterion that is most important to your business, you can implement an existing lead qualification method:

• BANT (budget, authority, need, timeline)
• SPIN (situation, pain, implication, need)
• CHAMP (challenge, authority, money, prioritization)

In many industries, the BANT is the most standard, so we will explain this further here. To start with the budget, does your prospect have the means to buy your product? And how much is the client willing to pay? Then comes Authority, the question is asked whether the prospect has the necessary decision-making power to make the purchase decision? This is important in order for the cooperation to proceed as soon as possible. At Need, we ask whether the prospect is experiencing a pain point that you can solve. When the prospect is finally ready to buy we discuss at Timeline.

RESULT

In the end, you will have had several conversations. From this you have qualified leads and you sell your product to the right leads. Do you still have questions after this article or can we from MisterSales help you? Please contact us!

No company can do without a customer service, it is simply indispensable. Although every company knows that, it often lacks time or resources. How annoying is it when the phone is not answered? Is there a response to a completed contact form? Or the chat function is not available? Your customers want to be helped as quickly as possible, in a positive way. Otherwise, you will miss out on sales opportunities and your customers will go to your competitors. You can avoid this by outsourcing customer service! In this article we discuss reasons why customer service should be outsourced.

ALWAYS ACCESSIBLE

Customers always want to be able to reach you: from early morning until late at night. Customers often want to be helped as soon as possible. By ensuring that they get a response every second of the day, within a few minutes, you build customer satisfaction. This ensures more trust and growth of customer satisfaction.

CORE BUSINESS OF AN EXTERNAL AGENCY

An external agency is often focused on customer service. This means that they have enough expertise and professionalism in the field of customer contact. Handling customer contact effectively, efficiently and professionally is a separate profession that requires knowledge and experience. Therefore, a specialist in this field, brings with it a huge number of advantages.

PROFESSIONAL APPEARANCE

By being available daily, you show your customers that you really care about them, that it is important to answer their questions and that you are willing to pay attention to them. This ensures a professional look. Customers feel comfortable and familiar with your business. The more professionalism you show, the higher the customer satisfaction and trust.

NO BURDENS, MORE FREEDOM

Customer service takes a huge amount of time. As an entrepreneur, you often don't have the time or the resources to do this. By outsourcing it, you give specialists the time and space to optimally deal with customer service and you can focus on other things yourself as an entrepreneur. This frees up more time and you don't have to worry about customer service. Complete relief from A to Z.

COST SAVING & GENERATING

Outsourcing the customer service saves wage costs for your own staff. In addition, satisfied customers generate more sales. Ideal, right? Outsourcing the customer service offers the possibility to be low in costs and to keep more satisfied customers. Optimal range, longer opening hours and always reachable.

Approaching potential customers is not always easy. One potential customer loves a personal approach, the other potential customer only wants short mail contact. But how do you feel about that? How not to appear intrusive to the potential client? And finally: how do you turn a prospect into a new customer?

YOUR SITUATION

It is important that you are top-of-mind with your (potential) customers. As a company, you offer a product or service. Of course, if your relationships need that product or service, they should immediately think of you. If you are not top-of-mind with your customer, there is a good chance that the competitor will close the deal. But as a company, you also don't want to become too intrusive, or even annoying. What is the right ratio for you? Read in the whitepaper how you can stay top-of-mind with your customer, without becoming too intrusive.

As an entrepreneur, you know that doing business involves more than just managing and meeting. You are often called by (potential) customers or suppliers. Telephone accessibility is important. (Potential) customers do not want to wait, but want to be helped quickly. In 2019 it is therefore no longer acceptable to be inaccessible or poorly accessible.

POOR ACCESSIBILITY

Research shows that 60% of companies are regularly difficult to reach by phone during office hours. Shops, financial institutions, webshops and construction companies hardly pick up the phone. The consequences of this are enormous. Nearly 30% of consumers the company could not reach by phone called for an order or reservation. This percentage of consumers make targeted calls to the company and can directly cost the company a customer or revenue.

One in 4 people therefore indicates that they go to the competitor when they cannot reach the company by phone. It is difficult to calculate the exact amounts, but the fact that you as a company miss turnover due to poor accessibility seems to be reason enough to do something about this.

YOUR SITUATION

But what can you do about this? It is important to consider the telephone accessibility of you or your company. How accessible are you? What is going wrong and what can be improved?

Download our whitepaper for the top 5 reasons why good phone accessibility is a necessity for your business.

In the telephone sales, Everything revolves around the gut feeling. If it feels good, then it is good, as it turns out. However, there is one important foundation underneath that is called ' Trust. We certainly trust ourselves, but do we dare to put this in the hands of the prospect? Or are we afraid of cows and calves and therefore loss of control?

A BELL SCRIPT IS NOT SACRED

As a telemarketer, it is advisable to use a script or pitch for the benefit of the structure when approaching a prospect by phone. Nevertheless, this method guarantees everything, except always a positive result.

FOR ONE CLARITY, FOR THE OTHER INCOMPREHENSIBLE DISORDER

Structure in your conversation can even be found in the disorder one envisions, when the prospect threatens to take the lead of the conversation. If the conversation turns in the direction of cooties and calves, then this is still a big win for the telemarketer, which leads him to a lasting mutual trust. Although the feeling perceives this as a sacrifice, this gives access to the emotional factors that the prospect, in the business context, tries to suppress.

CORE

The business pain always lies in financial health. However, the trick is to pierce through these superficial things and come to the deeper identity of the prospect. This deepens the relationship and increases its durability.

Curious about how you can give this hands and feet in your business?

Think about it: you want to grow your business with telemarketing. But you prefer this to be flexible and scalable. But you also want your own telemarketers who are imbued with your company culture. In this case, you need ‘in-company telemarketing’.

YOUR SITUATION

Telemarketing is often the best option in case of your business growth. This is the telephone approach of existing or new customers. But for you, own telemarketers can be intensive and expensive. Because this often involves long contracts that you as an entrepreneur do not come from. You may be thinking of using an external partner. But how do you keep a grip on these external telemarketers and how do you keep their knowledge about your product up to date?

SOLUTION

In-company Telemarketing is the solution to the above situation. This involves hiring telemarketers with very strong commercial skills for a project with you in the organization. Regardless of the period. In concrete terms, this means that you are not tied to your own telemarketing department, but still have its advantages.

And this with only one goal: to grow your business, in a carefree way. In our whitepaper, we describe the four biggest advantages of in-company Telemarketing. Curious? Download the whitepaper below!

Suppose you have invested a lot in your marketing. It would be a shame if the requests you receive through your marketing efforts are not properly followed up. What would it mean for you if you could convert a generous percentage of your leads into sales?

THE BASICS: WHAT ‘LEADS’ ARE WE TALKING ABOUT?

Leads can present themselves to your organization in many different ways. They can call you, they can email you or they can leave their details on the website. Even if they do not take any action to approach you, they may become obsolete. In short: you come into contact with many potential customers.

THE APPROACH OF EFFECTIVE FOLLOW-UP

The leads listed above require a proper approach. After all, your ambition is to turn them all into sales, right? But the question that remains for us: how? You must have sufficient staff to answer the leads at any time. You also need to be able to scale up quickly at busier times. Finally, you need to have the right software to recognize the leads visiting your website.

The effective follow-up of leads in-house is therefore not that easy. For this reason, MisterSales exists. We already have the resources to achieve the most effective follow-up for our clients. We have smart software, professional telemarketers and years of experience in lead tracking. Curious about the benefits of this strategy? Click here.

To simplify the explanation of the process of lead succession, we have written a success story about lead succession. Curious about how we have achieved success with lead follow-up? Download the whitepaper below!

You get interesting visitors on your website every day, what do you do with it? In fact, do you know who they are? Various tools can attract the visitors to your website. At the moment when you do not know who they are, then the investment to attract visitors is in vain. But suppose you know who it is, what do you do?

KNOW WHO IT IS: WEBSITE TRACKING

With various website tracking tools, you can find out which companies have been on your website. Examples of these tools are: SalesFeed, LeadInfo and LeadExpress. These programs link data from a company database with the technical data of the visitor, for example the IP address. This gives you insight into who has visited your website, which pages they have visited, how long they have been on your website, etc.

ANTICIPATING THE WEBSITE VISIT: TELEMARKETING

Now that you know who visited your website, you can start accessing it. It is a sin not to use the information obtained. It is wise to approach these visitors with some care. Don't worry, we'll help you. In the white paper ‘5 tips to approach the website visitor by phone’ you can read How to do this.

FROM OPT-OUT TO OPT-IN: WILL TELEMARKETING DISAPPEAR?

Mona Keijzer's (CDA) bill to tighten the rules for advertising over the phone could have a major impact on the telemarketing industry. What impact does this have on your business? Instead of the call-me-not list, you must now have explicit permission to call (potential) customers unsolicited. Can you still contact your customers by phone?

DEATH KNELL FOR TELEMARKETING?

The moment customers have to sign up for advertising, this seems to be the end for customer acquisition over the phone. Consumers are generally not going to bother getting called for advertising. Nevertheless, there are some loopholes in the net, so you can continue to do telemarketing.

CONSUMERS AND BUSINESSES

In the coverage of the new law, it is mainly about consumers. In practice, however, these are natural persons. In addition to consumers, these are also self-employed, sole proprietors and VOF'S. BV'S NVS, foundations, associations and governments are not protected by law. So it remains possible to put by far the largest part of the companies in contact with your message.

Would you like to receive some tips to continue doing telemarketing? Then Download our whitepaper below, in which you will find five tips to be able to do telemarketing.

The end of the year is approaching. How satisfying would it be if you closed your year on your revenue target? You may have achieved your goal, but some can use one last boost. In this blog, with some tips in the whitepaper, we are going to help you with this.

ALWAYS ASK FOR THE ORDER

It is possible that you have submitted a number of offers in the past period for which an agreement has not yet been obtained. Few customers agree to the offer on their own initiative. The majority of customers must accompany you in their purchase. So do not ask for the order haphazardly, but use a natural way of closing. Here, too, we are going to help you, the 5 best ways to close are listed below in our whitepaper.

IN VIEW OF THE RELATIONSHIP

Achieving your goal can give a phenomenal feeling. Understandable. But don't let it lead you too much. The customers where you close these orders should also take care of part of the turnover next year. If you press the order this month, you run the risk that you will no longer have the same customer next year. Download the whitepaper below to maintain the relationship and still get the order.

It is a seller's dream: to be able to sell so well that you get as few resistances as possible. Despite the fact that it seems utopian, it is still possible to avoid resistance as much as possible. The required method is called SPIN, it is an abbreviation for different demand types that reduces resistance.

THE SPIN METHOD MAKES IT POSSIBLE

The SPIN method assumes that the seller, through questions, allows the prospect himself to articulate his need. This is not about the number of questions, but about the right questions, the right order of the questions. The prospect is less resistant because this question makes him see the usefulness of the solution. The letters S, P, I and N stand for situation, problem, implication and utility, to be used in the order as they are in the abbreviation SPIN. These four terms can be seen as a step-by-step plan by which the seller draws attention to his offer.

WHY DOES THIS METHOD WORK?

This method works, because it starts entirely from the prospect's situation, the problem he is experiencing and what the consequence of this problem is. The pitfall with the majority of sales calls is that it is too focused on the offer and that only the current situation of the customer is focused. Often the problem, its consequence and the usefulness of the solution are forgotten. Figuratively, one guides the prospect through the funnel that leads to the exact solution by means of questions.

In our whitepaper’ SPIN method; the 4 question types ' we explain how this method works. Download the whitepaper below.

Online we can measure our distinctiveness through all kinds of measuring instruments. But when it comes to voting, how do you measure that? You exude a lot of confidence online, but how do your salespeople convey this to the prospect?

THE BIG FACTOR FOR SUCCESS

Unfortunately, it happens too often that the sales call does not end with an order. But what ultimately makes the prospect buy? The content of a sales call is often standardized. The voice in these cases is the factor that persuades a prospect. Because the prospect only hears the voice in a telephone conversation, the calm, the use of the stress and the intonation are of great importance.

MISTERSALES ' TELEMARKETING SUCCESS FACTOR

MisterSales ' approach is not just about the content of the conversation. The importance of good use of voice is known, it is one of the most important items of the successful telemarketer. A relaxed voice is perceived as reliable and credible. If the voice of the telemarketer is too shrill, too soft or with too much air, your customer will perceive it as insecure. If the voice is too loud and too low, it can come across as too dominant, authoritarian. Therefore, think about which voice belongs to which person. In MisterSales’ working method, the right voice is sought for the product or service, so that it fits what is being told by voice. In addition, the telemarketer is trained in tuning so that he knows when the voice should go up or down in order to improve self-confidence and assertiveness or to appear understanding.

MisterSales has prepared a number of tips and tricks to prevent employees from misusing their most important sales tool, the voice. Download the whitepaper below!

As an entrepreneur, you love it, new customers. Acquiring these new customers, also known as lead generation, can be done in different ways. There are mainly two ways to distinguish: by phone, or online. The only question left is: which one is most relevant to your business?

BOTH ARE VERY EFFECTIVE

By themselves, both methods are very effective, if properly executed, Of course. For example, the telephone method requires discipline. It is essential to reach the lead by phone at the right time. The other method, Online Lead Generation, requires constant optimization. Almost everything can be measured Online, making optimization easier. Both methods therefore require a different implementation, but have the same goal: leads!

MAXIMUM EFFECT: DISCOVER THE COMBINATION!

Combining the above methods can lead to surprising results. An example: a lead who initially visited the website can later be contacted by phone. For example, he has become a lead for you through online lead generation and he can be transformed into a customer through telephone lead generation.

Our whitepaper '5 steps to combine phone and online lead generation' explains how to make this combination a success. Ask him below!

THE INTEGRATEDSALES METHOD; VERY EFFECTIVE AND EFFICIENT

As an entrepreneur, you know that doing business involves more than managing people and meeting people. You are fully responsible for all processes within the company. Sometimes you wish that a number of processes could be outsourced, so that you had fewer headaches. One of these processes, the sales device, can also be outsourced. This is best outsourced using the IntegratedSales method.

WHAT IS THE INTEGRATEDSALES METHOD?

The IntegratedSales method is a method in which an external organization completely gets involved in the sales process of its customer. This also means that the sales department can be supported in the broadest sense of the word. Think, for example, of recruiting the right seller, training the seller and making sales agreements for this seller. In short, this means that the sales process of the organization is completely taken off your hands, so that you can focus on other things.

EXAMPLE: A B2C ORGANIZATION WITH INBOUND TELEPHONY.

This enterprise has a sales process in which there is a lot of incoming telephone traffic from consumers. It is important to help this consumer quickly and adequately. This requires a expertly trained team of employees who are available when the consumer asks them to. You understand: it is intensive to fine-tune these things. For this organization, outsourcing this sales process according to the IntegratedSales method is the perfect solution. This allows them to have the incoming calls handled by a third party. As a result, the organization does not need to provide an internal team. They are then immediately informed of requests for quotations and orders. No worries about incoming phone traffic.

We now know what the IntegratedSales method is, but what advantages does it have? Read it in our whitepaper’5 advantages of the IntegratedSales method'.

You want more customers. You have several ways to acquire these customers. Each way has its advantages and disadvantages. There is only one important choice to be made: do you choose to shoot with hail or to shoot with a precision rifle?

LESS COSTS OR MORE RESULTS?

The main difference between these two strategies is the cost - benefit principle. The hagel strategy reaches a lot of people, but the result per lead is many times lower than with the precision strategy. Many organizations choose to approach leads much more specifically. This does take time, and therefore money, but the result is often much greater. The precision strategy thus prevents attention from being paid to uninteresting leads.

'IN THE LIMITATION, ONLY THE MOSTTHERE’

By making a choice in which leads one wants to approach, higher scores are recorded. Some companies are afraid of losing the unapproached lead, when it " could have been a customer in the meantime." It may be clear that the precision strategy is more positive for the organization in many areas. However, it must be properly implemented. You can read this in the whitepaper below ‘chosen for precision, but how do I do it?’

INBOUND SALES, WHAT DOES IT MEAN?

Growing is wonderful, but it also has challenges. Incoming telephone traffic is a burden for many companies, resulting in missed sales opportunities. Investing in your own telephone operators or an internal sales service is not a relevant option. The cost is high, it is not scalable, and it is not easy to control.

INBOUND SALES: ALWAYS AVAILABLE

Inbound Sales is a service performed by a specialized agency. Such an inbound service is understood to mean the incoming, often telephone, contact with the customer. Its purpose is to unburden the entrepreneur and let him really do business. Despite the fact that the entrepreneur then has to spend a lot of time on it, he is always available!

INBOUND SALES: TELEPHONE OPERATOR OR A SALESPERSON?

Within inbound services, two main types can be distinguished. The first kind only answer the questions of the person who calls. Then a report is drawn up where you as an entrepreneur can see who, and what the customer called for. However, Inbound Sales goes one step further. Much more substantive conversations are held with new and existing customers who contact. In this way, pain points, purchase motives and immediate needs are made obsolete. Thus, you will get not just a minimal report, but real business opportunities. Without you having done it yourself!

There are 4 main benefits of Inbound Sales to formulate? You can find them in the whitepaper ‘4 advantages of Inbound Sales’ below.

The fact that potential customers do not always have knowledge of your organization is a logical remark. One of the solutions for this is the cold acquisition of your target group. This method is very personal, but the score is often disappointing. What now, when cold acquisition becomes more pleasant and also ensures a higher score.

CONTENT: FROM COLD ACQUISITION TO HOT ACQUISITION

Content is another word for content or information. For example, you talk about your business through blogs and whitepapers. This is content. It ensures that the potential customer gets knowledge about your company, your solution and your industry. The moment you present this ‘content’ to your target group before you start acquiring cold, the cold is suddenly much less cold. The target audience knows what you are talking about.

REASONS TOO OVER FOR COLD ACQUISITION 2.0

The reasons for this advanced way of acquiring are many. How about the high score, or the pleasure that the potential customer finally knows what it is about? Where cold acquisition has a conversion of 5%, acquisition through content has a whopping 20% conversion. The 5 main reasons not to acquire cold in the future, but to make it warm in our whitepaper. Download it below!

For personal advice on cold acquisition, please contact one of our growth consultants.

Cold acquisition; attention is essential for this. But how do you create this attention? What unconscious associations lead to attention? Cialdini has researched this and has written a book about it called ‘Pre-suasion’.

COLD ACQUISITION; CREATING ASSOCIATIONS

Attention is generated by unconscious associations that people make with the product. For example, by using threat in your language, people would like to join a
hear the group. By then showing that many people use the product, people are more quickly convinced.

METAPHORS IN COLD ACQUISITION

Do you want to sell your product to the customer? Try to create associations with emotions that your product stands for. Do you want to create trust? Then use words and metaphors that unconsciously link to this. For example, for trust, the metaphor of a house can be used. When a product stands like a house, the unconscious association is that it is a strong product that can be relied upon.

It turns out that words do more than is thought. In a test in which people were able to administer electric shocks to other people, it was found that people who were told Words with a violent Association administered 48% more shocks than people who did not hear these words.

So every word you say counts as a seller!

Do you want to know more about the importance of word usage and metaphors? Download our whitepaper below.

Have you ever met a couple who have never had an argument? So, are they still together? Every couple has a fight. When do we have a conversation without objections, without refutations? It is precisely those sales conversations that are most effective, because as a seller you have learned to accept the objections. A lot of sales talks are on the rocks by bypassing objections. Successful conversations often result from refuting objections. Therefore, you should embrace them instead of thinking away!

ASK QUESTIONS TO THINK ABOUT

One of the common problems with salespeople; questioning technique. Quite logical, because the purpose of questions is usually to avoid, bypass and refute objections. The nature of the seller makes him want to talk about everything, but rather not about the objection raised on the other side of the phone. Because of the right questions that a seller asks, the vision of a prospect about his own problems changes. The questions are thought provoking.

DON'T THINK FOR SOMEONE ELSE

Filling in arguments for someone else is disastrous. You need to give the person opposite you the space to show his or her arguments. When sellers make arguments, customers will always respond. It is unhealthy to give sellers the impression that storage can be avoided altogether. The real sale starts with an objection!

Do you want to know step by step how to deal with objections? Then Check out our whitepaper ‘7 steps to refute an objection below.’

No entrepreneur can avoid it anymore. The new privacy law AVG, or in English: GDPR. This General Data Protection Regulation will apply in the Netherlands on 25 May 2018. What does this law entail and what does it mean for you? Will it be a threat or an opportunity? You want more customers through cold acquisition,but will this still be possible? We will briefly explain it below:

Use data not for any other purpose

The collection of different types of data is done with a purpose. The point is that this purpose is known to the owner of the data. You may need an email address for an email campaign. Or maybe you need a personal phone number to acquire cold. When processing and using this data, you must not do so for any other purpose.

Is it justified?

In legislation, justification is the leitmotif. Is the purpose for which you collected data justified, i.e. is the purpose the same as for which it was published? If you buy data for cold acquisition, for example, is it justified? If you come across data on LinkedIn that you want to use, is it justified?

Einde of cold acquisition or telemarketing?

No, it is not forbidden to acquire cold, but more troublesome. You must constantly take into account the purpose of your action. If this is equal to the purpose for which the data came out publicly, then it does not cause any problems. If this is a different goal, it is punishable. MisterSales is the partner when it comes to cold acquiring according to GDPR legislation.

The year 2018 is ahead. New round of new opportunities they say then. Perhaps you have long thought about what you want to do better this year. More customers, more sales or perhaps another goal. Or have these good intentions already been thrown overboard?

SETTING CLEAR GOALS

A goal is the first thing you need; without a goal, your work has no direction. In addition, it is important to initially consider what you want to achieve rather than how you want to do it. As a result, you do not focus too much on the process, so you avoid raising imaginary obstacles. What do I want, what can I do and what prevents me from doing that; is the three-stage rocket!

EXTENDED OR NOT?

You may be thinking, " then how comprehensive should I be in setting my goal?'By matching a target amount to turnover in a certain period, you are not there. Which course will you sail? Which products will you use? Which target group will you activate? It is therefore important that you know exactly how the goal will be completed, this helps you to analyze later and adjust where necessary. So ... loose the bunches with a clear destination in mind.

This blog gave you more explanation about setting goals. This is the first step from our step-by-step plan on how to successfully get new customers. Curious about these 8 steps? Download the whitepaper below!

Respond to specific customer feelings. But how to create a fertile ground before proceeding to the influence itself? And how do you create the right conditions to ultimately acquire your prospect as a customer?

A now great scientist named Robert Cialdini researched it: read more about it in our whitepaper. Download the whitepaper at the bottom of the blog.

Research has shown, for example, that people are willing to pay more for a dinner if they unconsciously compare it to a high figure that they just faced if it was a low figure. For example, they want to pay more if the restaurant was called Studio 97, than if this was Studio 17.

Also, for example, visitors to a furniture website with a background of delicious fluffy clouds were more likely to buy more expensive and comfortable furniture for their office or home than visitors to a neutral website.

Cialdine also points out to us that it certainly matters how you ask something: if you ask someone if he is happy, he is more likely to look for things that make him happy in life than if you ask if he is sometimes unhappy; then he will look for things that make him happy. what makes him gloomy!

If you want to encourage a potential customer to switch to your company, it is better to ask him what he is dissatisfied with with his current supplier than to ask him what he is satisfied with with his supplier.

So it all matters how you act as a salesperson or marketing manager and what you ask for!

There are those who wonder if cold acquisition is still of this time. In this digital and mobile age, the ‘old way of acquiring’ may seem a bit outdated, but nothing could be further from the truth. In fact, the digital age and the fact that we can see and measure everything online mean that cold acquisition can be used much more effectively than before.

GDPR

With the advent of the internet, people could look up their own information, purchase their products on the world wide web and send emails with questions, making cold calling seem less and less effective. The arrival of the’ call-me-not-register ‘in 2009 seemed to turn the’ cold calling ' around completely. Admittedly, the list that could be called may have become smaller, but the effect of cold acquisition did not suffer in the least.

The law that comes into force on May 25, 2018 is a different story. The New Data Protection Law General Data Protection Regulation, the GDPR for short, is intended to give the customer more rights and reduce intrusive advertising. This law ensures
admittedly, it will be more difficult to’ just approach everyone', but this can also work in our favor.

Cold acquisition 2.0

All these rules ensure that not everyone can be harassed just like that by phone and by e-mail. A good thing, we think so too. It also ensures that nowadays when creating a prospect list, it must first be held against the do not call register. Next, we need to check whether the remaining prospects themselves have indicated that they want to be in our database. That takes more time and it makes the list a bit smaller. However, it also ensures that the people on the remaining list are open to contact. This means that the conversation is likely to become easier and the conversion on these conversations will therefore go up. Because the digital world makes it possible to measure and control everything, we can also see what interests people, so that the conversation can be even more controlled.

The brake brings success

So when asked whether cold acquisition is a thing of the past, we can answer No with certainty. By using the various’ new ' media in a smart way, we ensure that all new regulations will work in our favor. By sharing good content on the internet, we gain insight into the interests of our prospects. After that, all we have to do is keep the conversation going in the best way through good lead specialists and cold acquisition will be more successful than ever!

MisterSales ' approach is GDPR-proof. Take here contact us to outsource your cold acquisition too!

Did you just get started at 10 in the morning with your third cup of coffee? Have you just finished sharing your experiences of the past few days with your best colleague at that time? Or have you already made a number of crucial phone calls to make the prospect a customer?

If you belong to the latter category, then you meet the 10voor10 rule. This rule states that you have made 10 phone calls with potential customers before the hands of the clock hit 10 o'clock. This rule ensures routine, but also better accessibility with more results.

No procrastination: pick up the phone

The main thought behind this rule is to oblige yourself to make the phone calls. De wereldberoemde schrijver Mark Twain zei eens: ‘The secret of getting ahead is getting started’. Simply pick up the phone without raising any thresholds for yourself. Procrastination is common within the cold acquisition, usually because it is not the most loved task in the sales process. By setting yourself a time and a number of goals, it helps you to make those phone calls anyway. If you use this rule more often, it will eventually result in a routine action. After all, every day you have 10 conversations before 10 o'clock, right?!

This way you can reach your prospect outside of meetings

Experience shows that the prospect is busy carrying out his own tasks for up to 10 hours, grabs his third cup of coffee and shares the experiences of the past days, and then from 10 o'clock starts to meet and have other conversations. The accessibility of a prospect is a crucial part of telesales (otherwise: cold calling). After all, a prospect must be reachable in order to have a conversation with him at all. If he is not, then there will be no result.

They have been selling for as long as humanity has existed. People were selling and bartering before the business of selling existed. From the time the cities emerged around 1000 AD, trade also came in the form of itinerant peddlers. The personal sales as we are used to now did not emerge until the industrial revolution that began around 1770.

From this period, one had to forced to sell, because through the use of machines, more was structurally produced than was sold. Selling the surplus became a serious matter. Due to this development, the sales department of companies quickly increased in size.

In America, sales was rapidly professionalized with the arrival of John Henry Patterson in 1844. Hij wordt na anderhalve eeuw omschreven als: ‘Sales Pioneer’, ‘Father of Professional Selling’ en ‘the greatest salesman of all time’. Every right-minded salesman should be able to dream up his biography. Do you attend sales meetings? Think of the ‘Father of Professional Selling’ before every meeting, because he is the one who introduced sales meetings. Do you do direct mailing? Think of the’ sales Pioneer', because that is also the work of John Henry Patterson. Do you place ads, work on publicity, and use customer references on your website? Dit alles is ontwikkeld door ‘the greatest salesman of all time’!

Typical of Patterson is his clear vision of sales. He firmly believed that at least half of failed sales opportunities are caused by account managers simply not being able to communicate. On the other hand, according to him, sales people are not born, but made. That is why he trained his staff at a school founded by himself. His company National Cash Register Company has become successful through its trained salesmen.

Now, almost a century and a half later, many sellers and marketers are using his ideas without being aware of them. A few even dare to say that today no one has mastered selling as well as Patterson at the time. The modern salesman can learn a lot from him, his message seems clear to me: a missed sales opportunity is up to you, but you can improve yourself, because real sellers are made and not born. Good luck!

Not quantity, but quality, trust, focusing on existing customers and win-win situations, we all say that we strive for these hot sales trends. A critical self-reflection, is this really so?

There is a constant danger for sellers to promise more than we can actually deliver. Why do we say to respond to the sales trends, but do the opposite? We get it, just promise your prospect a little more to reinforce your conviction a little more. But really, you're ruining your prospect with this. Do you know what causes you to promise more than reality? Try to avoid this pitfall with the tips below and deal with your current customers even more effectively.

Cognitive dissonance

When you promise a lead more than you can actually deliver, this leads to cognitive dissonance for the customer. Cognitive dissonance is a feeling of discomfort caused by the inner conflict after the purchase. The cognitive dissonance is reinforced to the extent that the seller promises things that he does not fulfill. How disappointing when you create expectations that you don't live up to! Come on, you're undermining trust! If the customer expects more from you than you can deliver, the customer logically ends the relationship despite your qualities.

Reputational

Because of this way of acting, existing customers never last long and you are always busy approaching new leads. Your existing customers leave because trust is damaged. In addition, the chance that they will recommend you in their own network is missed at all.

Golden tip for success

For those who regularly, voluntarily or not, find themselves in this situation, realize that actually fulfilling something is more difficult than promising leads something. The golden tip: Don't promise anything, but surprise your lead. Distinguish yourself by exceeding customer expectations, show that you are doing very well for a customer and that the customer is special to you. Strengthen your credibility, build trust!

Time management

Especially if it is your prospect, strengthen your behavior through time management, Administration and follow-up actions. Is there a promise to call back at 15: 00? Please do not call at 14.55 or 15.05. Unimportant detail perhaps, but essential detail for someone who is very precise and has a good command of his time management. Your credibility with these people is affected and with it the trust in your organization and products.

Play win-win

Do not score with the help of empty promises, but live according to the win-win principles. Look for opportunities where not only you, but also your customer and client can score. When you pretend to be better than you really are, this then leads to lose-win or win-lose. Stephen Covey quotes that this is the same as a " green soap slope, where with fighting you slide down quickly but have difficulty climbing back up.” By meeting the other person's advantage and letting him (also) score, he will also grant you your happiness next time.

Communicate your proposition

In addition, try to define your products and services as clearly as possible. Make sure your proposition is crystal clear, know the difference between you and your competitors. Communicate with your account managers and your fellow salespeople about the proposition, so you can be sure you're going with a consistent and strong story. This prevents you from promising more than you can actually deliver.

Conclusion

Avoid your pitfall by being meticulous, strive for win-win situations in your contacts and consistently communicate your proposition to your colleagues. good luck with striving for the trendy sales trends!

De standaard tips over koude acquisitie kennen we allemaal: ontspan, wees jezelf en praat rustig. Ze kloppen allemaal, maar met deze standaard tips komen we er niet. Met enkele woorden moet je namelijk de prospect kunnen raken. De content van je boodschap is dus de schakel voor een succesvolle koude acquisitie. Maar hoe creëren en brengen we de juiste content? Hoe stellen we de juiste vragen om nieuwe waardevolle contacten te krijgen?

Raak de emotie van de prospect

In order for the entire process to run smoothly and with high efficiency, it is important to get the communication to the target groups sharp. In the content you bring, it is important to touch the emotion of the prospect. A warm feeling inside, a spontaneous cry or the slack laugh. Before you throw your content into the fray, it's critical to create an atmosphere that suits the person. Unfortunately, we cannot always realize the above emotions, but in any case, strive for one emotion.

How to respond to the emotion during cold calling?

You can respond to emotion by linking a kind of prospect to your content. When you have a creative prospect on the phone, entertain him. When a prospect is practical, show what your service or product ‘can ' do. List realistic examples and real-life situations. This allows you to respond to the emotion of the prospect so that a click is made faster.

Asking the right questions

Many telemarketers ask the wrong questions. It makes sense if you don't have a strategy. When asking the right questions at the right time, it is very important to focus your questions on the right issues. Neil Rackham'S SPIN model is one way to do this as effectively as possible. The SPIN model consists of situation, problem, implication, and utility effect. In the situation phase, the sellers ask questions about the prospect's situation, which revolves around facts and backgrounds. Sellers often already make the mistake of asking a lot of situational questions at this stage. This arouses irritation in the prospect, because they do not bring him new insights. In the problem phase, the seller looks for the problems or difficulties that he can solve with his product or service. In the implication phase, the biggest mistake is often made. One normally summarizes the situation and problem questions and then tries to steer towards the conclusion of the sale. However, the prospect did not experience pain at all, and there is a possibility that matters will remain unspoken. As a result, the prospect does not experience any added value for an appointment.

The key to success

The power is in the implication phase. By focusing question-wise on the negative consequences of the problem, the prospect himself discovers the consequences of his problems. The prospect is only now really experiencing the 'pain' of his problem and now appreciates a solution to it. Naming the pain again causes the prospect to be pressed again with the nose on the facts. When this is done, it is your turn to find a solution in the usefuleffect phase.
offers that you can also supply yourself. Also in this phase it is important that you lead the prospect in a questioning way to the usefulness of your solution.

Conclusion

Your content is therefore of great importance to trigger your prospect to an appointment. Practice your content beforehand or start with the ‘low-hanging fruit’ to get into your story. Make it a sport to match your message to the prospect's emotion over and over again. In addition, learn to anticipate the moments when you can ask the right questions. Let the prospect experience his "pain" and above all try to listen. Here, too, the proverb applies: speaking is silver, silence is gold.

A good sales call is not practicing a smooth chat, the perfect elevator pitch or convincing with piles of evidence and arguments. Customers convince you by listening! How do you discover the real needs, interests and expectations? By listening.

Research* shows that we spend 60 percent of our communication time listening. Research shows that we only remember 25% of what we hear. Are we losing our ability to listen? In this blog four tools to learn to listen consciously.

How did we lose our sixth sense?

Bet you'll hear the cry ' You're not listening to me!"I have often thought that a customer or colleague misinterpreted you again. Why is it that people don't always listen well and how do you get rid of bad listening habits? The world is noisy, there are voices and sounds everywhere. When you are present in a crowded room it is tiring to listen. We become impatient, we do not want long and good conversations but quickly get the right information to us. We also become more insensitive, the media have to shout shocking headlines at us to get our attention. This means that it becomes more difficult for us to pay attention to the calm, the subtle, the restrained.

Efficiency of conscious listening

Listening is our access to understanding. Conscious listening always creates understanding. As a salesperson, you can give advice to help customers make their choice. Even more important is to actively listen to them. Listen to the wishes of your customers, their experiences with cars or kitchens and let them know that you are listening. I'll give you four simple tools you can take with you to get rid of bad listening habits.

Four tools to learn to listen consciously

The first is silence. Allow yourself 3 minutes of silence a day, a wonderful exercise to reset and recalibrate your ears. A second tool is 'the mixer'. If you are in a crowded room, ask yourself how many channels you are listening to. In addition, try to consciously pay attention to very normal noises such as the coffee machine. The above facets seem 'vague’ and 'weird' but they make us aware of what filters our brain. Due to the overload of sound, our brain automatically filters it so that we don't even hear it anymore. The latter tool is more practical in nature and teaches us to listen consciously. Use the AWSV formula to learn to listen consciously!

•  Pay attention. Look at someone when they speak and don't let your attention wander. This way you give your customers the feeling that they are being heard.
• Out of appreciation. Make small sounds like " hmm " and " okay." Nod in agreement if a customer himself mentions the advantages of your product. It also helps to hum or repeat bits of the customer's sentence. Do not fall into the customer's mind, but connect your own story with his.
• Summarize. Summarizing is one of the parts of active listening where the word ‘so’ is crucial. Show that you pay attention to the customer's story. In addition, check that you have understood the other person correctly and that the other person can indicate whether your image is correct.
• Ask. After using the top three tools, you can ask questions. Ask a question, build a silence, wait for the answer, and build another silence. Show that you care about the other person: if you really care about the other person, it won't take you much effort to listen. What you send out, you will receive again.

Conclusion

Acquiring new information will not improve sales performance; that is only possible through practice. Selling is applied knowledge. It is a behavior and adopting a new behavior is difficult. Try to consciously listen, apply the AWSV formula, and consciously create silences to reset and recalibrate your ears. I challenge you to listen consciously! Ask a question, build a silence, wait for the answer, and build another silence. Success