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Personal trainers escape ‘voicemail cycle’ and embrace telephone answering services to capture more clients

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After researching a sample of registered Personal Trainers we found that the vast majority spend most of their “earning” hours with clients and that any prospective new clients who call at these times are  typically asked to leave a voicemail (rule number one – never answer your phone during a personal training session!).

At Office Response we have studied the use of voicemail facilities to see how effective, or not, they truly are. You might be surprised to hear that a staggering 79% of people will not leave a voicemail if they are calling to place an order for a product or service for the first time. And the majority of people surveyed expect to be called back the same day if they do leave a voicemail.

Whilst offering voicemail may be the norm for the majority of personal trainers the real question is whether it really provides the solution you need to grow your business, deliver customer satisfaction & optimise your marketing spend? That said we believe that your real challenge is achieving the optimum workload for you and your business. Clearly the busier you are training the less you are available to take valuable new business calls which will ultimately restrict your ability to grow.

One way to break this cycle is to outsource your Telephone Answering to a live Telephone Answering Service. You could employ an assistant or, more reasonably, use the services of a 24/7 Telephone Answering Service. In our experience, not surprisingly, whichever option you go for will be better than voicemail… but we’d love to hear of your experiences either way.

Please add your comments below or, if you would like to learn more about how Office Response could support you and differentiate your business from your competition please contact our Business Development Team on 0845 223 7004

Boom in business for personal trainers! Telephone answering benefits for the festive season and beyond

Posted in Call Centre Industry,General Business Comments,Tips, Knowledge and Experience,Uncategorized | 1 Comment

 

The fitness industry is already booming and as we head closer towards the end of the year it’s set to get busier, with increasing new clients looking to feel their best this New Year or to burn off those extra festive treats afterwards!
The 2011 FIA State of the UK Fitness Industry Report has advised that the UK health and fitness industry has maintained a total market value of £3.81 billion.  The Fitness Industry Association (FIA) reports that since the start of the recession in 2008, the fitness industry has grown its total market value by 4% and increased the member base by 2%. continue reading

Home Working Made Simple

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Whether you are an employer, an employee or you are in the process of starting up your own small business you will have doubtless considered the challenges associated with home working.

According to a recent YouGov survey on behalf of Citrix Online over 20% of UK employers are being put under greater pressure to by their employees to adopt increased workforce flexibility.

Whilst the employee’s drive is typically to improve work/life balance there are significant benefits to be obtained for the employer if they readily embrace the vast raft of personal communications tools that are available to them.

The fact of the matter is that many employers are used to working this way within specific disciplines e.g. field sales. The challenge for any employer is to gain from the benefits (cost continue reading

Small Business Owners – Should you tell your customers that you use a telephone answering service?

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Most small business owners face the challenge of deciding when to start letting go of certain tasks to enable their business to reach its potential. When the business is in its infancy you will be protective of your ‘baby’ and feel that you need to do everything for it. However, your business stands a greater chance of becoming a larger, more profitable enterprise by benefitting from the skills and experience of other people.

Letting go of answering your telephone calls can bring huge benefits to a growing business so it’s important that your customers recognise is at a positive change rather than a negative one. Remember that your customers may have got used to speaking with you in person, so what happens when, unexpectedly, there is a new voice on the phone asking them to spell their name?

Unsurprisingly, the customer can be put out by this. Thoughts like ‘why don’t you want to speak to me anymore?’ and ‘I don’t want to feel like just another customer – I want to feel valued’ could start to crop up. Negative moments of truth like this may lead to your valued customer feeling undervalued.

To overcome this there are a number of things you can do to help your customers appreciate why you are using a telephone answering service:

1 – Telling them beforehand – You may want to directly communicate to your customers the positive change you are making by outsourcing your calls. If they can see you are making improvements to your business through a desire to be more successful they should understand and share in the benefits the telephone answering service will bring.

2 – Telling them at the start of each call – Many of our customers choose to have their calls answered with their company name followed by “answering service” or “out-of-hours helpline” to let the caller know that they are not speaking directly with the business. This helps the caller to understand that, although they may not be able to speak directly with the person they require, their needs will still be addressed.

3 – Telling them during the call – Managing the expectations of the caller is something your telephone answering service can do on your behalf. If during a call something crops up that can’t be answered or resolved the call handler can advise the caller they are working on your behalf of your business.

If you use a different technique why not share it here?

By Steve West

Marketing & Business Development Manager

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Freephone numbers? Good or bad for business?

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“Freephone numbers increase the response to adverts”

Right? Or Wrong?

It seems like the majority of the marketing departments of our great UK companies think that they do. When I look in my Yellow Pages, and turn to insurance or banking, there’s an avalanche of 0800 numbers. They are all over the place. But have all these so called ‘expert marketeers’ got it wrong? I think they might.

My daughter’s 21, bright as a button, wonderful personality (just like her Dad) and studying at Leeds University.  And I would imagine that she’s exactly the type of customer the giant insurers and bankers want to get hold of. If they take a long term view then all of these financial service companies can make a fortune out of her with all of their fancy mortgages and must have insurance policies.

Now she’s not got a landline, in fact I can imagine in her lifetime she’ll never get one, even my 78 year old father is questioning why he’s got one.

So how much does it cost her to call one of these “freephone” numbers? 20p a minute that’s how much. Not free but two quid for 10 minutes.

She can feed herself for a day for about the same money as it costs her to have a 15 minute chat with one of your sales staff.

According to Ofcom, 2010 could be the year that more calls are made on mobiles than from landlines. So if you want my daughter to call you and not your competitors advertise both the freephone number (after all, if the caller’s using a landline the call’s free and that’s got to be good for business) and a geographic number because these are cheaper to call from a mobile than 08 numbers.

We’ll be going through the Office Response website to make sure that we’re not penalising mobile users but if you need to call a freephone with your mobile this service claims to save you money http://bit.ly/TtDwK

by Martin Blain

Sales Director

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A Telemarketer’s View of Gatekeepers…

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Martin Blain, Sales Director of Office Response, recently posted a great blog item here and invited me to respond from a telemarketer’s perspective to give a view from “both sides of the fence”.

In our business, it’s fair to say that one of the biggest challenges is reaching the senior decision makers we need to engage with for our clients. They are usually jealously protected by “gatekeepers” who understandably won’t put through calls that they think might be a waste of time. We carefully choose who we call to make sure that our client’s solutions are being pitched to contacts who are really going to benefit, but there is a real skill in persuading receptionists, PA’s and switchboard operators that you’re worth connecting to a busy senior manger or director.

Unscrupulous and unethical telemarketers will try all kinds of “dirty tricks” to get through, causing real damage to the brand they are calling for. The worst example I’ve personally experienced was a call that was put through to me by someone claiming to be “from the police”, only for me to discover it was a telemarketing call once they got through. Given my profession, I’m especially inclined to take telemarketing calls, but his approach was little short of disgraceful and the feedback I gave him was pretty “direct”.

It goes without saying that we wouldn’t dream of doing anything underhand like this, or our hard won reputation would quickly be in tatters, but we surveyed some of our agents to get their perspective….

What is the best way to persuade a gatekeeper to put you through to a senior decision maker?

“Always be polite and stay calm”

“Using the correct name and job title for the decision maker is really important”

“Be friendly, open and co-operative and try to build a relationship without being smarmy, this usually means you’ll be put through on a second or third call”

“Be direct and up front with a clear purpose, giving enough information up front to give the decision maker a fair idea of what the call is going to be about”

“Be professional and polite – ask for the named contact and try to speak to them conversationally, it’s easy to sound “scripted” when you are calling all day, even though we’re not…”

What are PA’s, receptionists and other gatekeepers usually like?

“Very helpful if you mind your p’s and q’s”

“Some are very helpful indeed, especially high level PA’s”

“It’s 50/50 – about half are really willing and happy to help, provide names and check diary availability”

“Most are actually OK, but it’s the really awkward ones we remember. Some are actually very apologetic about not being able to put you through”

What are the toughest gatekeepers like?

“Difficult – the toughest won’t give you any time at all to explain what the call is about.”

“Stern, short in their responses and sometimes impolite; they will always pick up on the weakest point in your explanation and positioning”

“Horrible….”

How do Gatekeepers typically respond when they understand that you are making a telemarketing call?

“Most are positive – generally a good introduction earns a good response”

“Some will block the call outright and will ask for email to be sent first, either to themselves or the contact directly – when we do so this often opens things up on successive calls”

“It depends, some are fine and some will put an absolute block on the call – it’s generally not worthwhile trying to persuade them to put you through if this is the case”

By Niall Habba

Managing Director

The Telemarketing Company

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How should you prioritise your incoming telephone calls?

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It might seem a bit harsh, but the importance of a telephone call is often greater to the person making the call than to the organisation taking the call. Answering calls costs money so you should consider what return you are going to make from different types of calls and then target your resources accordingly.

You can prioritise different types of calls in a number of different ways:

• Consider using some sort of a IVR call platform before calls are answered e.g. press 1 for sales, press 2 for customer services etc.

• Use unique telephone numbers for different types of calls e.g. for sales, customer service and reception.

• If your telephone system allows it, set up ringing groups for each call type to present certain calls ahead of others.

• You could also use the routing facilities of “intelligent” telephone numbers to ensure your most important calls get picked up quickest.

But how should you rank your call types? Let’s look at some examples:

New Business Enquiries – Spending money on advertising and marketing without answering your calls is like trying to fill a bath up with water but forgetting to put the plug in. The leads will go down the plug hole – quite literally ‘money down the drain’. You can recognise companies that maybe haven’t considered this if you pick up a Sunday newspaper and telephone some of the advertisements. Those that don’t answer have forgotten to put the plug in the bath! It makes sense to answer new enquiry calls but ignore existing customers at your peril.

Customer Service Calls – Deciding what impact your handling of customer service calls will make on your business profitability is another complicated issue. How unique is your product or service? If you are the TV licensing authority then you can get away with answering 50% of your calls confident that people will call back but for most commercial organisations this level of poor service would be suicidal. Commercial realities play a part in deciding how much you should invest in telephone customer support. If you are in a very price sensitive market you may not be able to invest in post-sale support and even if you did would it encourage buyers to pay you 20% more when they are next in the market? It’s not for no reason that many PC manufacturers base telephone customer support offshore to reduce costs. The point to remember here is ‘how are my existing customers going to react if I don’t meet their customer service expectations?’

By Steve West

Marketing & Business Development Manager

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Top 12 Telephone Answering Tips

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Telephone answering skills are critical for businesses. The telephone is still most business’s primary point of contact with customers and the way you answer your company’s phone will form your customer’s first impression of your business. These telephone answering tips will ensure that callers know they’re dealing with a winning business – of course, if you dont want to do it yourself Office Response can handle all your calls for you:

1) Answer all incoming phone calls before the third ring if possible – this shows whoever is calling you that you value their call.

2) When you answer the phone be warm and enthusiastic. Your voice at the end of the telephone line is sometimes the only impression of your company a caller will get.

3) When answering the phone,welcome callers courteously and identify yourself and your organization. Say, for instance, “Good morning. ABC Construction’, Andrew speaking, How may I help you?” No one should ever have to ask if they’ve reached such and such a business.

4) Enunciate clearly, keep your voice volume moderate, and speak slowly and clearly when answering the phone, so your caller can understand you easily.

5) Control your language. Don’t use slang or jargon. Instead of saying, “OK”, or “No problem”, for instance, say “Certainly”, “Very well”, or “All right”. If you’re a person who uses fillers (known as vias) when you speak, such as “uh huh”, “um”, or phrases such as “like” or “you know”, train yourself carefully not to use these when you speak on the phone.

6) Train your voice and vocabulary to be positive when phone answering, even on a “down” day. For example, rather than saying, “I don’t know”, say, “Let me find out about that for you.”

7) Take telephone messages completely and accurately. If there’s something you don’t understand or can’t spell, such as a person’s surname, ask the caller to repeat it or spell it for you. Then make sure the message gets to the intended recipient.

8) Answer all your calls within one business day. The early caller can get the contract, the sale, the problem solved… and reinforce the favorable impression of your business that you want to circulate.

9) Always ask the caller if it’s all right to put her on hold when answering the phone and don’t leave people on hold. Provide callers on hold with progress reports as the call progresses. Offer them choices if possible, such as “That line is still busy. Will you continue to hold or should I have ________ call you back?”

10) Don’t use a speaker phone unless absolutely necessary. Speaker phones give the caller the impression that you’re not fully concentrating on his call and make him think that his call isn’t private. The only time to use a speaker phone is when you need more than one person to be in on the conversation at your end.

11) If you must use an answering machine to answer calls when you can’t make sure that you have a professional message recorded and gives callers any other pertinent information before it records their messages. Update your answering machine message as needed. For instance, if your business is going to be closed for a holiday, update your recorded answering machine message to say so and to say when your business will reopen.

12) Train everyone else who answers the phone to answer the same way, including other family members if you’re running a home-based business. Check on how your business’s phone is being answered by calling in and seeing if the phone is being answered in a professional manner. If they don’t pass the test, go over this telephone answering tips list with them.

Should you advertise your telephone number on your website?

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One might think that the answer to this is an obvious one and that all websites should have a contact telephone number but there are points to consider;

Who are your customers?

If you sell business to business (B2B) then the answer if a definite ‘yes’! Even though buyers will use email or your website contact form to make their first enquiry some will want to call you. Whereas we think telephone numbers should be visible across all business sectors it seems to be common for companies within the internet marketing world not to use phone numbers on their sites. They do all the work to get the search engines to find their sites and then they don’t pubilcise a number. To me it’s lunacy.

And another small thing; when you do publish a phone number make sure you answer the calls!!!! I was looking for examples of business websites without telephone numbers so I’ve just searched Google for “internet marketing Bristol”, I was surprised that the first three sites all displayed telephone numbers so as a test I rang them all, would you believe that my first two calls went unanswered?

Now if your business deals directly with consumers (B2C) the decision to advertise a number or not depends on a few things;

How much money are you making per customer?

Over the many years that we have been managing calls we’ve had a fair few enquiries from companies where the average sale value has been so low that there has just been insufficient margin to justify the cost of call answering; either in house or by outsourcing it to us. Some business models just don’t warrant the cost of call answering.

A good example of this is a great business called worldstores.co.uk. They are very smart internet retailers selling products as diverse as beds for hundreds to Ipod accessories for just a few pounds. They’ll answer calls 24/7 on the bed’s sales line but you won’t find a telephone number anywhere on the Ipod site. The sites are run by the same management team but they’ve made very different decisions about telephone calls based on the economics of the products they are selling.

How well known is your brand?

Brands are all about trust and loyalty. Consider that you are going to use the internet to buy a bed. Tesco sells them online and there’s no telephone sales line number on their site. They are doing away with the cost of manning a call centre over long hours and letting their brand do the selling. Unsurprisingly the lesser known independent suppliers who are competing need to publilise telephone numbers to give buyers the confidence that the Tesco brand delivers. Many of our online retail customers find it hard to quantify the benefit we give them by having a 24 hour answering service supporting their online selling but they know it helps them to make sales by giving buyers confidence.

E-commerce businesses should beware of falling into the trap of thinking that everyone will order over the internet. Whereas lots of buyers are happy to tap in their credit card details others will want to order over the telephone if they are not comfortable about who you are or what type of service you provide.

By Martin Blain

Sales Director

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Using an Outsourcer to qualify Sales Leads

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One of our customers uses our telephone answering services to ensure that their sales people are maximising their time. Their problem was that many of their sales enquiries were actually enquiries for information – the callers weren’t ready to buy yet. This meant that they were spending lots of money staffing a sales team that had become an information line!

The solution was to outsource the calls to us and reduce the size of their sales team. We developed a call script that took the caller through a qualifying process to see where they were in the buying cycle. By using conditional scripting (i.e the caller is asked different questions dependant on their circumstances) it now means that only qualified callers that are ready to buy are transferred to the sales team. All information from other calls is used by the customer to provide information to the callers and prepare them through marketing methods for when they are ready to buy.

If you have a service or product that attracts callers seeking information, guidance or assurance before buying, or you seem to attract lots of calls from timewasters, we might be able to help you.

By Steve West

Marketing and Business Development Manager

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