Friday, March 17th, 2017

How to Pitch Your Courier Service Over The Phone

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When pitching potential clients for a new courier service over the phone, it’s important that salespeople adjust somewhat the pitch that they would use in person.

The dynamics of phone conversations are different, and demand a more direct, more persuasive, and more compelling approach.

The tips below can help business people starting new courier businesses hone their phone pitches to be as effective as possible.

Eliminate distractions from the environment.

When pitching over the phone, it’s possible to call from a noisy room, with people and pets moving around and making sound, or with the TV on, or music playing in the background.

But those distractions will not only cut into the focus of the salesperson, the person on the other end of the phone will pick up on them too, and pay less attention to the sales pitch.

Don’t battle a crying baby or barking dog for the client’s attention.

Move to a quiet place where there won’t be any such distractions.

Introduce, then pause.

When calling to make a sales pitch, the salesperson should immediately identify who they are, but they shouldn’t launch right into their pitch.

Instead, give the person on the other end of the phone a chance to speak.

If they don’t have time to talk then, they’ll say so, and the salesperson can call back later.

If they don’t have the authority to speak with a salesperson, they’ll say that, and the salesperson can ask to speak to a manager.

Speaking to someone who doesn’t have the time to listen, or the power to make decisions, is a waste of time for everyone involved.

Just as importantly, letting the other person speak before beginning the sales pitch creates a rapport that will help close the deal.

In a normal conversation, there’s a back-and-forth between the speakers. Neither one dominates the conversation.

The closer the sales pitch is to a normal conversation, the more effective it will be.

Focus on tone of voice.

Over the phone, the potential customer can only judge the person they are speaking to by the tone of their voice.

If the salesperson speaks slowly and confidently, it will reassure the potential customer that they are speaking to someone who’s reliable.

Be brief and be assured.

When listening to a sales pitch over the phone, the potential customer is more likely to tune out than if they were speaking to the sales person face to face.

For that reason, it’s essential to keep the pitch as short and interesting as possible. It’s also critical to consider the phrasing of the pitch.

Don’t ask the person if they want to switch to a new courier service. Tell them they do want to switch, and explain why the new service is superior to their old one.

If business people pitching a new courier service follow these tips for phone pitches, they’ll soon see themselves closing a much higher percentage of their calls.

  • James Land

    I would love to get an example of a phone pitch that has been effective for you emailed to me. Any chance you could do that?