przygotowanie do pierwszej rozmowy final 1080p

Akademia Spedytora

2 Sept 202406:41

Summary

TLDRThe transcript discusses the effectiveness of telephone sales in the transportation industry, despite the prevalence of internet-based marketing. It compares three customer acquisition methods: cold emailing, business meetings, and phone calls, advocating for the latter due to its efficiency and industry-specific success. The speaker emphasizes the importance of industry knowledge, quick quote provision, and having a client database. They also suggest tools like a calculator and Google Maps for immediate transport cost estimation and recommend professional presentations and business cards for post-conversation follow-ups. The script advises on the best times to call for maximum effectiveness and provides insights into seasonal calling strategies.

Takeaways

📞 Phone conversations are considered the best method for acquiring clients in this business.
✉️ Cold mailing is fast but often ineffective due to legal restrictions and emails ending up in spam.
🗓️ Business meetings are time-consuming and require prior phone contact to arrange, making phone calls still essential.
🚪 Cold visits ('z buta') can be ineffective since you may not find the right person or they might not have time.
📈 Calling clients allows for a high number of daily interactions, resulting in many offers and potential clients over time.
📚 Basic knowledge of the TSL industry is important to avoid awkward situations during client conversations.
🖥️ Useful tools for work include a client database, calculator, and Google Maps to quickly estimate transportation costs.
📊 Having a professional company presentation ready (in PowerPoint) to send to clients is crucial after phone conversations.
🕒 The timing of calls matters: avoid lunch breaks, late afternoons, and Fridays when people are tired or thinking of the weekend.
❄️ The best time to acquire clients is in winter when transportation slows down, and companies start new tenders for the next year.

Q & A

Why is phone sales considered the best method for the industry mentioned in the script?
-Phone sales is considered the best method in the industry because it has proven to be effective despite the prevalence of the internet. Clients often add salespeople to their contact list and reach out when needed, allowing for the development of cooperation over time.
What are the three basic ways of acquiring or contacting potential clients mentioned in the script?
-The three basic ways mentioned are gold mailing, business meetings, and telephone conversations.
Why might cold emailing be ineffective according to the script?
-Cold emailing might be ineffective because many emails do not reach the intended recipients, and according to the law, it is not allowed to send direct offers to individuals who have not given consent. Additionally, unsolicited emails are often filtered into spam.
What is the advantage of business meetings over other methods of contact?
-Business meetings are advantageous because they allow for direct interaction with potential clients. However, they are time-consuming and require prior contact to set up, making them less efficient in terms of the number of meetings that can be held in a day.
How does the speaker suggest preparing for phone sales in terms of industry knowledge?
-The speaker suggests having basic knowledge of the industry, which is not strictly necessary but helps avoid awkward situations where the salesperson cannot answer a client's question.
What tools are recommended for effective phone sales according to the script?
-The recommended tools include a calculator for quick cost estimation, an open Google Map for route planning, and a presentation or business card to send to clients after meetings.
Why is it important to know the current rates for transportation services before making calls?
-Knowing the current rates is important because it allows for quick cost estimation during the first conversation, which clients appreciate. It also prevents the need to check rates with colleagues or refer to external sources, which can be time-consuming and less professional.
What is the significance of having a company presentation or business card after meetings?
-A company presentation or business card is significant as it provides clients with essential information about the company, such as location, services offered, types of transportation available, and contact details, which helps in establishing a professional image and facilitates future communication.
When are the best times to avoid making sales calls according to the script?
-The best times to avoid making sales calls are during lunch breaks and at the end of the day. It's also recommended to avoid calling on Mondays and Fridays due to the start of the workweek and weekend anticipation, respectively.
What are the best periods for making sales calls as suggested in the script?
-The best periods for making sales calls are the winter months, end of the year, and the beginning of the next year, as these are times when companies are more likely to start tenders and consider new contracts. Additionally, the script mentions that the summer months are generally difficult for reaching decision-makers due to vacations.
What is included in the sample emails provided in the script's attachment?
-The sample emails included in the attachment are meant to be sent to clients after the first conversation. They likely contain follow-up information, further details about the company's services, and possibly a call to action for the next steps in the sales process.

Outlines

00:00

📞 Effective Customer Acquisition Through Telesales

The paragraph discusses the importance of telesales in customer acquisition, particularly in the transportation industry. It highlights that despite the prevalence of the internet, telesales remains a viable and effective method to reach potential clients. The speaker compares three primary customer engagement methods: cold emailing, business meetings, and telephone calls. Cold emailing is dismissed due to legal restrictions and the tendency for such emails to be marked as spam. Business meetings are time-consuming and require prior contact, making them less efficient. In contrast, telephone calls are praised for their efficiency, allowing for multiple outreach attempts daily, leading to a significant number of offers and potential business development. The speaker also emphasizes the need for basic industry knowledge to avoid awkward situations where the salesperson cannot answer client inquiries. Lastly, the paragraph mentions the importance of having tools like a calculator and Google Maps for quick cost estimations and the value of a professional company presentation for post-conversation follow-ups.

05:00

🗓 Optimal Times for Telesales and Follow-up Strategies

This paragraph provides insights into the best times for making sales calls and the effectiveness of follow-up strategies. It suggests avoiding calling during lunch breaks and the end of the day, as these are less productive times. The speaker notes that some businesses operate until 2:00 PM or 3:00 PM, after which it becomes difficult to reach people. Mondays are typically challenging due to the post-weekend workload, while Fridays are less effective as employees are preoccupied with the upcoming weekend. The paragraph also discusses the impact of seasonal periods on telesales, such as the difficulty of reaching decision-makers during vacation times in July and August. Conversely, the winter season and the beginning of the year are highlighted as opportune times for contract negotiations and customer acquisition. The speaker also includes a mention of sample emails that can be sent to clients following the initial conversation, which are provided in an attachment to the lesson.

Mindmap

Keywords

💡Cold mailing

Cold mailing refers to sending unsolicited emails or messages to potential customers without their prior consent, which is a method of acquiring new business contacts. In the script, it is mentioned as one of the ways to contact potential clients, but it is also noted that due to legal restrictions, it may not always be effective as many such mails end up in spam, and the senders are not allowed to send them without consent.

💡Business meetings

Business meetings are formal gatherings where business-related discussions or negotiations take place. The script highlights that these meetings are time-consuming, as they require prior appointments and may not always be feasible without a prior contact. However, they are considered more effective after establishing initial contact, as they allow for more in-depth discussions and relationship building.

💡Telephonic conversation

Telephonic conversation, as discussed in the script, is the act of communicating with potential clients over the phone. It is presented as the most effective method for acquiring clients in their industry, as it allows for immediate responses and the ability to make multiple calls daily, leading to a higher number of offers and potential business opportunities.

💡Industry knowledge

Industry knowledge refers to having a basic understanding of the specific business sector one operates in. The script emphasizes the importance of having some industry knowledge, especially in transportation services, to avoid awkward situations where one cannot answer a client's questions. This knowledge helps in building credibility and trust with clients.

💡Client base

A client base is the collection of customers or clients that a business has. In the context of the script, having a ready client base is crucial for starting operations. It implies that the business already has a list of potential clients to contact and serve, which is a significant advantage for initiating sales activities.

💡Transport estimation

Transport estimation is the process of calculating the cost of transporting goods from one place to another. The script mentions the importance of being able to provide quick and accurate transport estimates, which can be done using tools like Google Maps. This skill is essential for impressing clients and showing专业性 in the transportation industry.

💡Company presentation

A company presentation is a formal introduction of a company's services, offerings, and details. The script suggests that having a professional presentation or business card is important after initial conversations with clients. It should include basic company information, the types of services offered, and contact details, which help in creating a lasting impression and facilitating future business interactions.

💡Call timing

Call timing refers to the optimal times to make phone calls to potential clients. The script provides insights into the best and worst times to call, such as avoiding lunch breaks and the end of the day, and suggests that certain days of the week or year might be more suitable for making calls due to the nature of the work or the recipient's schedule.

💡Follow-up emails

Follow-up emails are messages sent after an initial contact or meeting to continue the conversation or to provide additional information. The script mentions that follow-up emails are an essential part of maintaining communication with clients after the first conversation, and it includes examples of such emails to be sent to clients.

💡Transport guide

A transport guide is a resource that provides necessary information about the transportation industry, such as current rates and regulations. The script refers to a transport guide that the company has on their portal, which can be a valuable tool for quickly accessing information about transport costs and services, especially during the initial stages of client engagement.

💡Sales strategy

Sales strategy encompasses the methods and tactics used to sell products or services. The script outlines a sales strategy that focuses on telephonic conversations as the primary mode of client acquisition, emphasizing the importance of efficiency, industry knowledge, and follow-up communications in the sales process.

Highlights

Having a ready customer base is essential for starting operations.

Telephonic sales are the best method for the industry despite the internet age.

Cold emailing is fast but often ends up in spam and requires consent.

Business meetings are time-consuming but can be effective after initial contact.

Telephonic conversations are the most effective customer acquisition method in the industry.

Making dozens of calls daily can lead to 15-20 offers, which is a positive outcome.

Having basic industry knowledge is important to avoid awkward situations with clients.

A basic understanding of the industry can be found on the company's website and in the training course.

Having a calculator and Google Maps open can help quickly provide approximate transport costs.

Many clients appreciate a quick response regarding transport estimates.

Using a transport guide can be helpful for those unfamiliar with current rates.

Having a company presentation or business card is essential after meetings.

The presentation should include basic company information and contact details.

Calling during lunch breaks and at the end of the day is less effective.

Mondays are usually tough for calls as people are getting back into the workweek.

Fridays may not be ideal for calls as employees are looking forward to the weekend.

The holiday period in July and August is challenging for reaching responsible individuals.

The winter period and the beginning of the year are good times for new contracts and customer acquisition.

Several sample emails are included in the lesson attachment for post-first meeting communication.