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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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How to manage your calls whilst away on holiday

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With half term next week, many people will be packing up the camping gear or jetting off abroad. If you are a business owner, or have responsibilities that involve having to be available on the phone, what options are there to manage your calls whilst you are away?

Divert calls to your Mobile phone – It won’t be much of a holiday if you’re lying on the beach talking business all day, but technology now allows your calls to follow you wherever you are. You need to consider what the network coverage, reception signal and diversion costs are going to be. If you are holidaying with family you can also expect some moans…

Divert all calls to Voicemail – If you leave a voicemail message explaining that you won’t be available then at least they have an expectation of when you will be able to respond. This could work for you if your caller’s needs are not critical and can wait. Most voicemails have the option to ‘dial in’ remotely so you can pick up your messages and deal with them.

Get someone you know to ‘man the phones’ – This solution can work for you if you have competent employees, business associates or friends that can represent you and your business. Brief them on common call types, what to say and who to contact if there is an issue.

Divert your calls to a telephone answering service – If you already use an answering service it’s a simple case of letting them know how to handle your calls whilst you are away. If you don’t have one you might want to call us.

By Steve West

Marketing & Business Development Manager

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Never Assume When Selling – The 3 Rules

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Sales trainers will tell you that in order to succeed you must assume that every sales pitch will end in a closed sale. It’s also referred to as ‘positive thinking’. But there are dangers associated with this – how many times have you assumed what the prospective customer wants without discovering their real needs?

The 3 Rules

  • Ask Questions
  • Listen without guessing
  • Check you’ve got it right

Ask Questions

I have 3 young children and spend most of my time being bombarded by questions from them; “How does that work?”, “What is that person doing?”, “WHY?”. If you have children yourself you’ll notice how they don’t have the ‘inbuilt assumptions’ that us adults have. They ask lots of questions to get THE FACTS. The more questions you ask the less you  assume. Another important benefit of good questioning or ‘fact finding’ is that it also allows you to expose any assumptions the other person may have (yes, its not just you!).

Listen without guessing

Listening is not waiting for your turn to talk. To truly ‘listen’ you need to completely disassociate yourself from what the person is saying and focus solely on them.  The most difficult part of this is not reacting to what they are saying and simply making mental notes (or written notes) of what they are REALLY saying.

Check you’ve got it right

Once you’ve got the facts go back over them with the person you’re selling to. You can do this either by verbally reiterating what you’ve recorded, sending the person an email with the key points or physically looking at evidence of what they are describing.

By following these 3 rules will have solid evidence that you can then find sales solutions to. I’d love to hear any other tips you have to stop the ‘dreaded assumptions.’

By Steve West

Marketing & Business Development Manager

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How to win and keep business on the telephone

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By definition businesses need to grow to survive and often turn to the telephone as a way of generating new business or business leads for their sales team. The emphasis of this activity is often on winning new business. Outbound telephone activity is most successful when it is part of an overall strategy for developing business.

In business-to-business sales, your strategy needs to consider where you will get most payoff from your activity. Many businesses are forced into outbound telephone activity by a need to grow or to defend themselves against a competitor who is eroding their market share. Consider the calls you make in the context of your overall strategy and your database of customers, nil accounts (ones who have stopped spending with you) and prospects. If you don’t do this you run the risk of investing huge amounts of time and energy in call activity that gives meagre returns and is demotivating for all concerned.

A lot of businesses give the outbound calls to people who have been employed as inbound call handlers or administrators. Very often these people hate the idea of telephone selling because they associate it with the calls they receive when they are settling down with their favourite television programme or are in the middle of their evening meal. Business-to-business telephone sales is different. Your fundamental aim should be to develop relationships with potential and existing customers so that they understand the benefits of doing business with you and value your contact.

The contact you make needs to be meaningful and increase your revenues. That can not be done in one phone call. Successful campaign management activity is both a science and an art. If you examine your sales process, and develop dialogues that work for each type of call you need to make; if you do your sums about the numbers of calls that can be made and where those are best placed; if you train your people, and ensure they are not distracted from their outbound activity; in short, if you are clear what you want to achieve, and organise your people to give yourself the best chance of doing that, then your outbound call activity will bring results for your business.

But your competitors are probably calling the same customers that you are identifying as important to your business. How do you differentiate yourself from your competitors? Quite simply, you differentiate yourself in the calls that you make. If they are heavily scripted, that vital chance to connect with the customer is lost. Your emphasis is usually on the number of calls rather than the quality or outcome of the calls. Don’t make the fatal mistake of just setting targets based on the number of calls that people make, believing that the numbers will get you results. Don’t count calls – make calls count!

The people you select to telephone your customers need to understand your competitors, your products and services, and how to explain them over the telephone. They need to understand your sales process and handle objections effectively. Most importantly, they need to understand how to structure a call, and then have the skills to connect with and relate to the customer. They need the skills to have meaningful conversations, to allow intelligent dialogue to build a relationship that benefits both your business and the customer. They will be trying to build a relationship, maintain a relationship or indeed regenerate a lost account. They can only do this if they understand how the telephone affects communication, and what they need to do differentiate your calls from those of your competitors.

If your company has a clear brand your brand values can be incorporated into the call to create the Brand Voice. This can be a really useful coaching tool and can translate your brand into behaviour which builds your reputation. The language, the call structure and the communication skills of your people and their coaches will build the experience for the customer, which will reflect the promises you make in your advertising. By developing the skills and processes to manage customer relationships by telephone, you will see how cost effective this can be as a means of good contact with your customers.

By Steve West

Marketing & Business Development Manager

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Top 10 Telephone Answering Tips

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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 you. These telephone answering tips will ensure that callers know they’re dealing with a winning business – of course, if you don’t want to do it yourself, Office Response can handle all your calls for you:

1) If possible, answer all incoming phone calls before the third ring – this shows whoever is calling that you really do 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 organisation. You could say “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) Control your language. Don’t use slang or jargon. Instead of saying, “OK”, or “No problem”, for instance, say “Certainly”, or “Alright”. If you’re a person who uses fillers (known as vias) when you speak, such as “basically” or “um” or phrases such as “like” or “you know”, train yourself carefully not to use these when you speak on the phone.

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

6) 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. Read it back to the caller to confirm accuracy. Then make sure the message gets to the intended recipient.

7) Respond to all your calls within one business day. The early caller can get the contract, the sale, the problem solved… and reinforce the favourable impression of your business.

8 ) Always ask the caller if it’s alright to put them on hold and don’t leave them on hold for a long time. If you are having trouble locating someone go back to the caller and let them know.  Offer them choices such as “That line is still busy. Do you want to continue to hold or should I have Mr West call you back?”

9) Don’t use a speaker phone unless absolutely necessary. Speaker phones give the caller the impression that you’re not fully concentrating on their call and make them think that the 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.

10) 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 list with them.

By Steve West

Marketing & Business Development Manager

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Abusive, Hoax and Prank calls – the consequences

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As a 24 hour telephone answering service, Office Response deal with their fair share of abusive, hoax and prank calls.

Although I work within the Customer Services department, each month I spend a few hours in our contact centre taking calls – it keeps me in touch with the expectations of our customers and their callers. This has meant that, along with handling a variety of normal calls, I’ve dealt with a few challenging calls myself. I wonder, though, if these hoax callers ever stop to consider their actions.

One person who will be is Mr Barry Doherty from York who was recently jailed for making 50 silent calls to the emergency services in the space of an hour. To reflect the severity of his crime, and in the hope of deterring future incidences, Doherty is now subject to an antisocial behaviour order which forbids him from making false 999 calls or from contacting the emergency services unless it is a genuine emergency. Controversially, the ASBO also forbids him from possessing a mobile phone or SIM card for the next five years.

At Office Response, our call handling agents are trained to deal with hoax, abusive and prank calls as standard. Every call is different and so the process requires a certain amount of sensitivity. If the caller is abusive or rude, our agents are trained to follow a three step system:

  • They let the caller know, politely, that their behaviour is inappropriate and that, if they continue, the agent will terminate the call. For example, “Please do not swear at me like that or I will be required to terminate the call.”
  • If the caller continues, the agent will reiterate that the caller is acting inappropriately in a firm but civil manner, ie. “If you continue to speak to me in that way, Sir/Madam, I will terminate the call.”
  • If the caller persists, the agent will explain that they cannot continue with the call.

Just as every call is different, some hoax calls are easier to shake off than others. They are a nuisance to agents and can easily make the difference between a good and a bad day. Luckily, there’s a certain amount of camaraderie in our Contact Centre and our supervisors are always on hand to offer advice when you need it. The majority of hoax calls are made by children but, alarmingly, we do also receive problem calls from adults.

Please remember that there are consequences to these types of calls so if you are aware of someone that makes them you might want to advise them about of Mr Barry Doherty.

By Sarah Krekorian

Customer Services Representative

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Top 10 Tips to motivate customer facing staff

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Sales and Customer Service personnel are the primary customer contact for most businesses. So what does their attitude say about your company? If some of your team are not communicating the message you want, here are 10 questions to ask yourself to ensure they stay positive, focused on message and deliver an exceptional customer service experience.

1. Are you clear on your values and expectations? This is foundational to ensure that a consistent message is communicated across the organisation. Without clarity from the top, people may be unclear of expectations and rarely surpass them.

2. Are your priorities constantly changing? If you aren’t consistent with priorities and aligning them with activities that customer’s value you are leaving room for confusion. Eliminating confusion will keep your team focused.

3. Are you and your managers leading by example and consistently reinforcing desired behaviours? People copy behaviours and if you do not demonstrate what is expected how can you expect your team to behave otherwise?

4. Are you providing enough information? Providing a centralised location for information on all existing clients, products and services (CRM or Intranet) will give you the confidence to answer any question without having to rely on others for information.

5. Are you providing training for skills that your team may be lacking? If you have hired the right person based on their character and attitude (but they are making mistakes) make sure they have the necessary training to ensure they know how to do it right.

6. Are you providing too much direction? If you try to tell your people how to do everything step-by-step you are limiting them on providing quality customer service. If you free them up to do what they know is necessary — based on agreed expectations — you are providing the freedom to make your customers happy.

7. Do you have enough team members? If you have a team that is spread so thin they can’t provide quality service over the quantity of customers served consider the real cost to your business. Unhappy customers = ex customers! By hiring more team members you may enable your team to make more sales.

8. Do you personally motivate your team? If you reward your team for delivering a great customer service you will almost certainly win new business. Look for ways to provide positive reinforcement on a daily basis in addition to providing performance bonuses, gift cards, or something for your team to earn.

9. Do you provide too much information during training sessions? If you supply too much at once people may take longer to master those new skills. Consider breaking training into smaller sessions to allow time to master a few skills at a time. People who FEEL successful will BE successful.

10. Does the entire organisation understand the critical role they each play in delivering an exceptional customer service experience? Too many companies do not place the same importance on internal customers (i.e. colleagues and peers) resulting in customer facing teams not getting the support they need.

Ask yourself these 10 questions to identify areas for improvement. Then pick one and focus on it. Attacking too many initiatives at once will lead to frustration and probably failure! Once your team has mastered one goal, move on to another. Working together for a shared goal and seeing ongoing improvements will keep the team focused, motivated and positive

By Steve West

Marketing & Business Development Manager

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Can a Call Centre Answer 100% of Calls?

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Surely by describing ourselves as a telephone answering service we should guarantee to answer 100% of our clients’ calls? Well actually we don’t and we never will, a number of our competitors do but we question their wisdom. We plan our staffing to the nth degree and pride ourselves in how fast we answer calls but you can never plan for Icelandic volcanoes.

Pity then the poor call centre manager at P&O Ferries. According to BBC Radio 5 a normal day for them sees them answer 3000 calls in an orderly fashion but then UK airspace is shutdown because of the small inconvenience of a cloud of volcanic dust and an extra 27000 people decide to call to enquire about a ferry across the channel. One can only imagine the chaos inside their call centre.

On January 29th, 2007 we too had our own “Icelandic Volcano” moment. One of our clients, a firm of solicitors, was involved in giving legal advice to an unfortunate group of people who had  suffered side effects as a result of using Seroxat, an antidepressant drug marketed by SmithKline Beecham (now GlaxoSmithKline). On the date in question the BBC broadcast a documentary about Seroxat and at the end of the programme , and to our client’s surprise, they published a telephone number with the instructions “For legal advice about any issues covered in tonight’s programme call…….”. Within a matter of moments a tidal wave of telephone calls crashed over Office Response and continued for several days afterwards.

And that is why we don’t guarantee, and nor do we think any of our competitors should guarantee, that any call centre will never miss a phone call. Our customers will be comforted to know that our procedure for Icelandic volcano  moments is to divert the calls to a restricted ringing group of a small number of lines. Isolating the calls in this way protects the service standards for our clients whilst we allocate as many spare staff as we have available to deal with the “volcanic ash”.

by Martin Blain

Sales Director

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