Acquisition is not something you do on the side!
Acquisition is not something you do on the side!
Many companies think that telephone acquisition can be “just picked up” by the account manager. But nothing could be further from the truth. If you really want to be successful in acquisition, you must have full focus on this. I know this from my own experience at The Leadopvolgers and LeadMasters International.
✔ Specific skills
Acquisition over the phone requires very different skills than a conversation at the table. You have no eye contact, no body language. It's all about voice, energy and dynamics. The right click is crucial. You have to sense a fine conversation, steer it and, if someone is not in the right flow, adjust it. This means that you not only have to know what you are talking about in terms of content, but above all you have to be able to switch gears. What do you say to get someone's attention? How do you translate customer needs into interest in your service or product? When do you move on to making a physical sales appointment? These are important skills that don't come naturally to everyone.
✔ Structure and perseverance
On top of that, telephone acquisition is not a matter of making one call and done. Sometimes you have to try as many as five times to get a hold of someone. If a potential customer does not answer, you immediately note a follow-up action in your calendar. You have to follow up consistently and not let go. You won't get there without persistence. Success comes from consistency, not one stroke of luck.
✔ Selling is what you do at the table.
Once at the table, the game changes. The energy and dynamics are different. You talk more about the content, listen to the customer's problems and see where you can offer a solution. Of course the click is still important, but it's now more about trust and expertise. That requires a different approach, a different focus. This often suits the account manager better.
🚀 Do it yourself or outsource it?
Many companies place acquisition with their account managers, but this often does not work optimally. Do you recognize this? Then consider outsourcing telephone acquisition and lead follow-up.
Leadopvolgers and LeadMasters International are specialized in this business. We form a customer team that is fully focused on achieving the set goals. For example, attracting new customers, entering new markets or international expansion of the customer portfolio. It is a profession on its own and you have to realize that. We do it with a lot of passion!
Want to know more about the possibilities for cooperation?
We would love to help you with that first contact with your ideal client!
Greetings,
Saskia Dors
