Sven Sester : Ms. Eder, you not only acquire customers on behalf of companies, but you also guide these companies to take their telephone sales into their own hands. What advice do you give them to get started?
Angelika Eder : The most important thing is to put yourself in the shoes of the person you are calling at the beginning, that is, before the phone call. It cameroon telegram screening doesn't matter whether it is the secretary, the boss or the intern. Everyone asks themselves, unspoken, the same three questions:
Who is calling me?
What is the product?
Why are they calling ME?
The first question is quite easy to answer. Question 2 is more difficult. For “Druckerei Schulze” I won’t have to explain much. For “Firma Schulze & Meier” it is more difficult. I have to be able to get to the point about my product. The most important question, however, is question 3. Why me? This assumes that the caller has dealt with the potential customer.
Sven Sester : So the first question must be: Why am I calling this particular company?
Angelika Eder : Exactly. From a purely legal point of view, this is important because otherwise I will quickly come into conflict with the UWG ( Law against Unfair Competition, in particular Section 7, Paragraphs 2 and 3 , author's note). The caller will feel annoyed and will either react negatively or evasively, which is of no benefit to anyone. The aim of telephone acquisition must be to build a bridge, to find out what connects me and the person I'm calling. This can be very simple, everyday topics, far removed from the actual product.
Sven Sester : Do you have an example of this?
Angelika Eder : It could be something like: "I am a very satisfied customer of your product and I would like to win you as a customer in return." Assuming, of course, that you are actually a customer yourself. It's a kind of acquisition backflip. Or: "I am looking for companies in the XY sector in my region." Everyone can understand that it is not much fun to jet halfway across the country every day, but that regional proximity offers advantages for both sides. In doing so, you have already built a bridge for a further conversation.