Cold Calls

ByWAN MD HATTA

Cold Calls

Membuat panggilan ataupun dalam terma jualan dipanggil cold calling adalah langkah pertama dalam mendekati bakal peserta.  membuat panggilan adalah proses mendekatkan diri dengan bakal peserta dan berusaha menjalin hubungan berpanjangan. Ia biasanya dibuat dengan perbualan telefon tanpa mendapati restu atau persesetujuan daripada pelanggan itu.

Membuat panggilan boleh menjadi pengalaman pahit yang akan ditempuhi agen. Ini kerana, panggilan ini sering tidak dipedulikan oleh bakal peserta dan ada kalanya agen tidak dilayan dengan cara yang sepatutnya. Membuat panggilan sebenarnya tidak bertujuan mendapatkan jualan (close sales).

Ia hanya panggilan yang dibuat kepada bakal peserta bagi tujuan memperkenalkan produk dan organisasi anda, mendapatkan maklumat berkenaan peserta dan akhir sekali mendapatkan temu janji dengan baka peserta. Ramai agen terus membuat jualan apabila membuat panggilan.

Setengah pihak mengatakan proses membuat panggilan ini adalah proses yang tidak berkesan, tidak cekap dan merugikan masa. Walaupun begitu, cari ini masih menjadi kaedah terbaik bagi mendekatkan diri dengan bakal peserta dan mudah menetapkan temu janji.

Menghasilkan Panggilan yang Berkesan

Terdapat beberapa tip penting bagi menghasilkan panggilan yang berkesan :

  • Rancang Panggilan
  • Bertanya perkara yang perlu diketahui sahaja
  • Mulakan dengan peserta sedia ada
  • Tetapkan maltlamat apabila membuat panggilan
  • Bertanya soalan yang releven dengan objektif
  • Bertenang apabila berdepan dengan bangkangan
  • Letakkan diri sebagai perunding, bukan agen
  • Jadualkan panggilan
  • Urus hasil daripada panggilan
  • Sediakan skrip dan buat latihan

Perkara yang perlu dielakkan

  • Bertekak dengan bakal peserta
  • Terus membuat jualan
  • Tidak yakin dan takut

Pendekatan Lain

  • Menghantar brosur secara pos ataupun ke pintu rumah
  • Menggunakan internet dan emel
  • Membuka gerai pameran
  • Promosi dalam bilik pameran

About the author

WAN MD HATTA administrator

Insuran Agent

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saya nak tahu satu skrip panggilan telefon sbgai perunding takaful

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