As a financial advisor, you have valuable information that can help people thrive – but only if they know about you. Here’s how to improve telesales performance so you can reach them.
When we think of helpful professions, doctors, firefighters, and teachers come to mind. There are good reasons for that, of course. But what about financial advisors?
As a financial advisor, you help people get out of debt, save for the future, and make the best decisions they can with their money. This is a supremely helpful and needed service. But to provide that service, people need to know you’re out there.
Call Logic’s auto-dialer and call management software offers dozens of helpful tools to increase your success and simplify your daily tasks. Call for your free consultation today to learn more!
How to improve telesales performance and pick up the phone with confidence
You already have a sales strategy, whether running ads in the local paper or on the radio or networking with associated professionals, such as real estate agents. Sometimes, though, you need to take things a step beyond the traditional. And that means picking up the phone.
Luckily, once you figure out how to improve telesales performance, you’re in a position to connect with more prospects and clients than ever. Even better, you can connect with them directly. So, how are we going to do this?
The first, and perhaps most important thing, is to understand that good sales means you are helping someone. From cold calling to cross-selling to upselling, when you do your sales job “right,” you improve someone’s life. In this case, you provide a service to help them live more comfortably. And let’s not overlook the significant benefits of lowering financial stress.
Financial stress can impact anyone. We worry we won’t have enough to buy a house, retire, or send our kids to college. We worry that we spend more money than we make, and our credit card debt climbs higher each month. Maybe that emergency fund isn’t where it should be or the car is old and we’ll need to replace it soon.
On the other end of the spectrum, there are people who have plenty of money, but don’t know what to do with it. They just inherited hundreds of thousands of dollars. They won the lottery. They got a big promotion at work and doubled their salary. They want to be smart with this money, but don’t know where to begin.
As a financial advisor, you have the knowledge, training, and objective perspective that can help in every one of these situations. This is one of the most impactful ideas in determining how to improve telesales performance. Your call is not an inconvenience; it’s not simply you trying to talk a client into giving you money for something they don’t need. You’re offering an incredibly valuable service. Understand this, and you’ll feel more relaxed and natural when you call people. You’ll find it easier to connect, and as a result, your sales will likely increase.
More tips for improving your telesales results
While shifting that mindset into one of service rather than sales is helpful and even essential, it’s not the only way to improve your telesales performance. Here are some additional tips that can boost your numbers.
Contact referrals right away. When you get referrals through networking or some other source, call them as soon as possible. There’s a good chance they were referred because they’re actively looking for a financial advisor. If you wait too long, they will find someone else.
Be curious. Find out what your prospects need most. Take time to understand their financial situation and offer thoughtful solutions that work for them.
Refer out when necessary. This can be a tough tip for anyone depending on sales numbers for their income. However, you may not always be the right financial advisor for every client. In fact, they might be better off with a different service altogether. While it’s tough to turn away work, this could win you more clients in the long run. You’ll be appreciated for your honesty and transparency. Your reputation will grow as other professionals (financial and otherwise) learn that you truly keep the client’s best interest in mind. Even better, the clients you do take on will be the right clients for you, meaning you’ll have glowing reviews and happy customers, which is some of the best marketing you could ask for.
Schedule time for calls. One tip for how to improve telesales performance is to put calling into your schedule. This gets overlooked too often. If you plan to make calls “whenever you have time,” it won’t get done. Meanwhile, those referrals and inquiries are waiting. Or, more likely, they’re looking elsewhere for financial advice. Just like you put meetings on your calendar, add scheduled time to make calls. Hold yourself accountable. If calling prospects sounds like a tough task, schedule it early in the day so you can get it done while you’re still fresh and attentive.
A little effort goes a long way in telesales. And as a financial advisor, you offer a service almost anyone could use. If you want to help people thrive, it’s time to pick up the phone.
Give your employees all the tools they need to succeed with Call Logic’s call management software. Check out a free demo to learn more about how we set your teams up to win!