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How to sell more effectively during your conference calls

March 01, 2011
By:  TollFreeConferencing.com

If you could increase the benefits of your conference call service for free, would you do it? Even if you spend weeks choosing a provider with the absolute best pricing, quality, and features, you still wouldn't be getting the most out of your sales calls.

What if you could do 3 simple things to get more sales, get more people to agree with you, and more of what you need from a call?

Make Sure Everything Comes Back To Benefits

Everyone needs something. After all, that's why they're doing business or working for you. If you want your next audio conference to go more smoothly, and you want things to go your way, find out what that 'something' is. Be sure to ask questions and get to the customer’s needs before jumping right into your pitch. You can’t pitch the important benefits of your product if you don’t know the things it will help to fix for them.

Each time you ask someone to do something, whether that's making a purchase, signing up for a service, or joining you in a business deal, make sure you bring it back to the benefit they'll receive. Otherwise, if all you do is demo a product or talk about its features, people still have to make the connection between what you're offering and why they should spend money or time. Even attending the call should have a benefit!

Talk To Attendees, Not Down To Them

While it's important to sound authoritative and show that you know what you're doing, tossing around industry buzzwords isn't going to help. You need to use sophisticated language to establish yourself as an industry leader. However, you also want to speak the same language as the attendees you'll be speaking to. This makes them feel comfortable with you and makes it easier for them to identify with you.

While you're considering word choices, also consider how effectively you're using it. Instead of droning on for hours, get to the point quickly and avoid unnecessary details (or going off topic). You might also consider using power words like 'free' and 'easy' to get the listener's attention and hold onto it throughout the call.

AIDA, Push and Pull, and Pain Points

Any good marketer will tell you AIDA is the format you need if you want to sell an item, service or idea. With the AIDA tactic, you will create Attention, Interest, Desire, and Action, in that order. This moves listeners through the conversion process and gives your conference calls the strength they need to be profitable.

Push and pull is another similar method; you either push them towards the adoption of an idea or thought, or you pull them in by using their emotions and problems. Pain points are also a big part of getting what you want. These are stories, problems, and issues your audience can directly relate to. It makes listeners realize you understand them and their needs. Once you've got this, you simply need to make the connection between their problem and your offering.

This might sound sneaky, but it's really not. Bottom line: No one will do anything they don't want to, no matter what words or stories you choose to use. However, it will make it much easier for conference call attendees to realize the value you're offering and the benefits they can gain from it. In fact, advertising companies use these tactics all the time, and have done so for years. Try these techniques during your next conference call and see for yourself!

About the Author
Toll Free Conferencing is an industry leading conference call company offering clients affordable, reliable conference calls via reservationless conference calling, operator-assisted conference calls and international conferencing services.

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