Call Grading - Repair Your Broken Marketing With Call Recording

I'm Boyd Butler. As a consultant I constantly get asked, "What would be the one thing you'd recommend I should do to increase my sales?". Business people want quick fixes and they want results. So my answer is usually, "Call recording and call grading".

This is a short answer. Now let me explain...

For example, I have lots of legal firms that are clients. Whenever we have installed call recording and analysis we find lots of small inconsistencies or glaring problems which, if corrected, would lead to a lot more business. In most cases, the owners or partners simply leave the selling up to individuals. They give them far too little coaching. This results in a sub-optimal performance.

I can guarantee that your business has opportunities to do better.

If you are not recording calls and acting on the information you discover it's like flushing money down the toilet. Because it is so easy to put things right.

Let's take the phone calls to a law firm. A lot of initial prospects phone a law firm.

• They want to get a feel for the person they might consult with.
• They might be asking for prices.
• They might be comparing firms.

There are a hundred things that prospective customers are speaking about. But, the owners of the business can hover over every employee's desk so they have no idea what people were asking, why they didn't buy or ask for more information. The owners of the business simply let their employees sell in any way they see fit i.e. not professionally and not successfully.

They don't ever get to the advanced stuff like how the solicitor puts the prospect into a liking-trusting-buying frame of mind. Or not!

If you don't have a systematic way of improving the way in which your prospects are converted on the phone then you have broken bridges to be built. Try recording your calls and listening in with AdMeter. Identify things that are said that work. And things that don't.

You can then develop a successful script that can help your employees convert more callers to customers. This script you develop over time will be hugely valuable and powerful in getting you more business. Go from converting 30% of leads to 80% at a higher rate?

Maybe.

And what would that mean for your business? It would mean huge and rapid growth and all because you decided to do the best customer research you could, namely listening to what potential buyers are actually saying. And finding out how you can tell them exactly what they want to hear.