A Compelling Offer Will Increase Sales - Nexstar Network

 

The most important part of the outbound cold call is a compelling offer. It should be something that if you got an unexpected call at home, you would consider purchasing, even if all of your equipment is running fine.  So, what’s a compelling offer?

It has to be something that the customer wants and needs. They need to believe that you understand them–their challenges, problems and goals. When creating an offer, consider the following:

  • Who are you targeting? Having a specific audience in mind will allow to connect with their specific issues. Think about what is going on in your community: upcoming events, season changes, weather. Then think about how these things impact your target audience.
  • What problem do you solve for them? Remember, this problem needs to be genuine. You will see far better results if you are acting on a genuine need rather than a perceived one.
  • How do you solve that problem and how do you do it better than anyone else? This does not need to be an in-depth explanation. The customer needs to understand what you provide. This means that you should leave technical jargon out of the explanation. Build trust by communicating your services clearly.

Your customer will need to clearly understand what is in it for them. Your offer needs to grab their attention and inspire them to take action. Listen to your customers so that you might have a clue on what might be compelling to them. In communicating, be clear. Don’t be afraid to keep adjusting and improving your offer. Keep track of your results to know what’s working and what’s not. If you need to bounce ideas around, remember to reach out to your coaches and to connect with the awesome power of your peers–truly the best part of Nexstar Network.

 

mm

Tom is a call center excellence coach with Nexstar and has managed call centers in the PHCE industries for more than 15 years. He's passionate about raising the level of call center training and customer service expertise for home service providers. To see all of Tom's publications, click here. He can be reached at 651-789-8590 or tomm@nexstarnetwork.com.