Yesterday I shared with you some details about call tracking and CallRail: The 1 surefire way to know which of your marketing campaigns is working best.
In those details was the fact that you have the ability to record your incoming calls.
Now I’ll share with you some benefits and ideas on what you can do with those recordings.
1st, sales improve with training. Whether this is for yourself or a separate salesman on the team. Listening to the recordings provide valuable insights.
Here’s just a few things to listen for:
- Are you listening to the prospect? Often times you’ll get a sale or appointment set with them by just letting them talk and do the closing.
- Is the script being followed? We don’t want to sound like scripted robots, but we do want to follow a success formula. There’s a certain amount of questions to ask to ensure we’re working with the right clients. AND not the wrong ones…
- Is your tone pleasant? Unfortunately we answer the phone in… not the best of times. That tone transfers. I’m always reminded of my mother who would be shouting at us children, and then the phone would ring, and it was if nothing ever happened, and her smile transferred through her voice.
There’s no shortage of ways to improve sales, but here’s a few books I recommend on the topic:
- 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More – Perry Marshall
- Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling – Michael Port
- The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies – Chet Holmes
- Remodeler’s Marketing PowerPak – Linda Case / Victoria Downing
Listening to quite a few similar calls may help you identify areas where time could be better spent. For instance, hiring a virtual answering service.
While listening to those same calls, you’ll also identify shortfalls and other areas of improvement.
We’ve helped quite a few businesses in this way by adding to their lead form on their website. Adding address fields, pre-qualifying questions, design aspirations, etc.
“Without continual growth and progress, such words as improvement, achievement, and success have no meaning.” -Benjamin Franklin