How to profit from the telephone

I have seen so many missed opportunities from businesses that I purchase from…opportunities to serve me better and for them to make more profit at the same time. 

In my opinion, every call that is made to a business is an opportunity for an up-sell.

Did you ever purchase anything from an infomercial that you viewed?  Because of the increasing media costs to advertise, the immediate telephone up-sell has evolved from an extra profit center to a necessity. When it is done properly, preferably with a live person taking the order, probably 20% plus of all calls can yield one or more up-sells.  From individuals I know in the business, that is often the profit that keeps an infomercial on the air.

If you call and order from any successful, sophisticated mail-order/catalog company, after your order is taken, the order-taker will talk you through one or more up-sells.  If you want to hear what these sound like, call up and buy things from one of these companies.

You have the same opportunity whenever a customer calls you, seeking any questions to be answered, to now have your operators ,or anyone else answering the phones, be trained with a canned statement about up-selling to something that they will benefit from.

Notice I said, “Something THEY will BENEFIT from.”  You don’t want to up-sell something that is useless to them and that isn’t of benefit.  They will be cheated and you will lose them as a customer.  So do it with honesty and integrity.  Only up-sell something you know they will benefit from using.  If you are in the service business, it’s the same.  Only offer something that they will benefit from.

That means you have to take the time to figure out ahead of time all the ways you can help your customers accomplish their goals better, faster, and cheaper. Then when they call, don’t just fill the order; find out their ultimate reason for calling, then help them do it better, faster, cheaper with up-sell packages you’ve created.

Where can you create up-sell offers in your business that will benefit both you and your customers?  What are some noted examples of up-sells you’ve come across?


Technorati Tags: , ,

31 Responses to “How to profit from the telephone”

  1. Hello Ken,
    Thanks for the invite.
    I see you have been very successful in your expertise.

    I have spent 35 years in law enforcement. Yes, serving
    mostly customers who have been, or were in trouble with the law.

    As with any business, people are the common thread.

    Since retiring in 2008, I have visioned making a comfortable living online.

    So far, it has been anything except comfortable.

    I think I finally found my niche in SmallBiz.com.

    Fran Tarkenton offers the small business owner a dual
    relationship with his business consulting products and services, and has partnered with Pre Paid Legal Inc.
    whereby offering the small business owner a needed legal
    system to plug into that would not break the bank, but
    allow the owner access to a law provider attorney network
    where they could receive answers to their everyday business legal issues.

    Just recently small business certified, I am ready to take
    on the B to B needs of its cliets.

    Any input would be appreciated.

    Respectively,
    Billy Scarberry
    billyscarberry@prerpaidlegal.com

    [Reply]

    Ken Varga Reply:

    @billy scarberry,
    Hi Billy,I think these two articles might help you grow your business: http://www.kenvarga.com/news/the-1000-list/ and http://www.kenvarga.com/news/how-to-get-a-95-closing-ratio/

    Let me know if you have any further questions.

    [Reply]

  2. It’s a pity you don’t have a donate button! I’d without a doubt donate to this outstanding blog! I guess for now i’ll settle for bookmarking and adding your RSS feed to my Google account. I look forward to fresh updates and will talk about this blog with my Facebook group. Talk soon!

    [Reply]

  3. Been reading your weblog for a although now so i thought I would lastly drop a comment. Lately I’ve turn out to be addicted to blogs I believe. I’ll begin examining a little and prior to I know it fifty percent the day is gone. I enjoy exploring all you’ve on your website, just amazed how infinite the topics can be available.

    [Reply]

  4. you are in reality a just right webmaster. The web site loading pace is amazing. It sort of feels that you’re doing any distinctive trick. In addition, The contents are masterpiece. you have performed a great process in this subject!

    [Reply]

  5. Wow! This could be one particular of the most useful blogs We’ve ever arrive across on this subject. Basically Fantastic. I’m also an expert in this topic so I can understand your effort.

    [Reply]

  6. naturally like your web-site but you need to take a look at the spelling on several of your posts. Several of them are rife with spelling problems and I in finding it very bothersome to tell the reality however I’ll surely come again again.

    [Reply]

    Ken Varga Reply:

    It won’t happen again! Thank you.

    [Reply]

  7. Wonderful goods from you, man. I’ve understand your stuff previous to and you’re just extremely excellent. I really like what you’ve acquired here, certainly like what you’re stating and the way in which you say it. You make it entertaining and you still take care of to keep it smart. I cant wait to read far more from you. This is actually a great site.

    [Reply]

  8. Perfectly composed subject matter, Really enjoyed examining.

    [Reply]

  9. Great awesome issues here. I¡¦m very glad to see your post. Thank you so much and i am taking a look forward to contact you. Will you kindly drop me a mail?

    [Reply]

  10. hotel says:

    Its like you read my mind! You seem to know so much about this, like you wrote the book in it or something. I think that you can do with some pics to drive the message home a bit, but instead of that, this is wonderful blog. A fantastic read. I’ll certainly be back.

    [Reply]

  11. Lakvisiontv says:

    Fantastic goods from you, man. I have understand your stuff previous to and you are just too wonderful. I really like what you’ve acquired here, really like what you’re stating and the way in which you say it. You make it entertaining and you still take care of to keep it sensible. I cant wait to read far more from you. This is actually a great site.

    [Reply]

  12. It is perfect time to make some plans for the future and it is time to be happy. I’ve read this post and if I could I desire to suggest you few interesting things or suggestions. Maybe you could write next articles referring to this article. I desire to read more things about it!

    [Reply]

  13. But wanna remark on few general things, The website layout is perfect, the content material is very superb : D.

    [Reply]

  14. I just could not go away your web site prior to suggesting that I extremely loved the standard info a person provide in your visitors? Is gonna be again regularly in order to investigate cross-check new posts

    [Reply]

  15. What i don’t realize is actually how you’re now not really a lot more smartly-appreciated than you may be now. You’re so intelligent. You already know thus significantly on the subject of this topic, produced me in my opinion consider it from a lot of varied angles. Its like men and women aren’t fascinated unless it is something to do with Lady gaga! Your personal stuffs excellent. All the time take care of it up!

    [Reply]

  16. I just could not depart your web site prior to suggesting that I extremely enjoyed the usual information a person supply on your guests? Is gonna be back incessantly to check up on new posts.

    [Reply]

  17. book says:

    Wonderful beat ! I would like to apprentice while you amend your web site, how could i subscribe for a blog site? The account helped me a acceptable deal. I had been tiny bit acquainted of this your broadcast provided bright clear concept

    [Reply]

  18. wonderful publish, very informative. I ponder why the opposite experts of this sector don’t understand this. You should continue your writing. I am sure, you have a great readers’ base already!

    [Reply]

  19. Stress Help says:

    you’re really a excellent webmaster. The web site loading speed is amazing. It kind of feels that you’re doing any unique trick. Furthermore, The contents are masterwork. you have done a wonderful job on this matter!

    [Reply]

  20. I conceive this web site contains some real wonderful info for everyone :D. “Nothing surely is so disgraceful to society and to individuals as unmeaning wastefulness.” by Count Benjamin Thompson Rumford.

    [Reply]

  21. I am really impressed with your writing skills and also with the layout on your blog. Is this a paid theme or did you modify it yourself? Anyway keep up the excellent quality writing, it is rare to see a nice blog like this one nowadays..

    [Reply]

  22. Thank you for the sensible critique. Me and my neighbor were just preparing to do a little research about this. We got a grab a book from our area library but I think I learned more clear from this post. I am very glad to see such magnificent information being shared freely out there.

    [Reply]

  23. Solavei says:

    hello there and thank you for your information – I’ve certainly picked up anything new from right here. I did however expertise a few technical points using this website, since I experienced to reload the website many times previous to I could get it to load correctly. I had been wondering if your web hosting is OK? Not that I am complaining, but slow loading instances times will often affect your placement in google and could damage your quality score if advertising and marketing with Adwords. Anyway I am adding this RSS to my e-mail and can look out for much more of your respective fascinating content. Make sure you update this again soon..

    [Reply]

  24. I will immediately grab your rss as I can’t to find your email subscription hyperlink or e-newsletter service. Do you’ve any? Please allow me understand so that I may just subscribe. Thanks.

    [Reply]

  25. I have read some just right stuff here. Certainly value bookmarking for revisiting. I wonder how a lot effort you put to create one of these great informative website.

    [Reply]

  26. eating clean says:

    You can definitely see your skills in the work you write. The arena hopes for even more passionate writers like you who aren’t afraid to mention how they believe. At all times go after your heart.

    [Reply]

  27. Locksmith says:

    Simply want to say your article is as astonishing. The clearness in your post is simply excellent and i could assume you are an expert on this subject. Well with your permission let me to grab your feed to keep updated with forthcoming post. Thanks a million and please keep up the rewarding work.

    [Reply]

  28. vegetarian says:

    hi!,I love your writing very so much! proportion we communicate more approximately your post on AOL? I need a specialist on this space to resolve my problem. May be that is you! Looking ahead to look you.

    [Reply]

  29. bob burns says:

    I believe this site contains some really fantastic information for everyone. “As we grow oldthe beauty steals inward.” by Ralph Waldo Emerson.

    [Reply]

Leave a Reply

No CAPTCHA challenge required.
 

Sign Up Now For The 10 Marketing Mistakes That Steal Your Cash!

Sign Up for Ken's FREE Newsletter
  • Recent Posts

  • Recent Comments

  • Categories

  • Tags