How can you persuade a client to make a purchase over the phone?

1 Prepare before the call

Before you pick up the phone, you need to do some research and planning. Find out as much as you can about your client, their needs, pain points, goals, and preferences. This will help you tailor your pitch and offer to their specific situation and interests. Also, prepare some open-ended questions that will help you uncover their motivations, objections, and expectations. Finally, set a clear objective for the call and a realistic timeline for the next steps.

2 Build rapport and trust

The first few minutes of the call are crucial for establishing a positive and professional impression. You need to greet your client warmly, introduce yourself and your company, and thank them for their time and interest. You also need to build rapport and trust by showing genuine curiosity and empathy, using their name, mirroring their tone and pace, and confirming their availability and agenda for the call. The more you can connect with your client on a personal and emotional level, the more likely they are to listen to you and trust you.

3 Present your value proposition

Once you have established rapport and trust, you need to present your value proposition in a clear and compelling way. Your value proposition is the main reason why your client should buy from you, and it should focus on the benefits and outcomes that your product or service can provide for them. You need to explain how your offer can solve their problems, meet their needs, or help them achieve their goals. You also need to differentiate yourself from your competitors and highlight your unique selling points.

4 Handle objections and concerns

One of the most important skills in persuasion is the ability to handle objections and concerns. Objections are not necessarily a sign of rejection, but rather an opportunity to address your client's doubts and fears, and to reinforce your value proposition. You need to listen actively and respectfully to your client's objections, acknowledge their feelings and perspectives, and ask clarifying questions to understand the root cause of their resistance. Then, you need to provide relevant information, evidence, or testimonials that can counter their objections and show them how your offer can benefit them.

5 Ask for the sale

The final step in persuading a client to make a purchase over the phone is to ask for the sale. This is where you need to be confident and assertive, but not pushy or aggressive. You need to summarize the main points of your pitch, emphasize the value and urgency of your offer, and suggest a specific action that your client can take to proceed with the purchase. You can use a direct or indirect approach, depending on your client's personality and readiness. For example, you can ask them if they are ready to place an order, or if they have any questions or concerns before they do so.

6 Follow up and maintain contact

After you have asked for the sale, you need to follow up and maintain contact with your client until the deal is closed. You need to confirm the details of the purchase, such as the price, the payment method, the delivery date, and the warranty. You also need to send them a confirmation email or a contract, and thank them for their business. You also need to keep in touch with them until they receive their product or service, and ask them for feedback and referrals. By following up and maintaining contact, you can ensure your client's satisfaction and loyalty, and increase your chances of repeat business and referrals.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?