How can you create urgency and value on the phone?

Creating urgency and value on the phone is essential for sales success. You want to capture the attention of your prospects, motivate them to take action, and demonstrate how your offer can solve their problems. But how can you do that without sounding pushy, desperate, or manipulative? Here are some tips to help you master phone etiquette for sales and boost your conversions.

1 Know your audience

Before you make a call, do some research on your prospect. Find out their name, role, industry, pain points, goals, and interests. Use this information to tailor your message and show that you understand their needs and challenges. Address them by their name, use a friendly and professional tone, and avoid jargon or slang that might confuse or offend them.

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Boluwarin Abidogun

I help ambitious Entrepreneurs, Solopreneurs and C-Level Executives conquer procrastination, set realistic goals and stay accountable by providing structured strategies and practical support|| Public Speaker|| VA coach
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This question is synonymous with "How can I sell on the Phone" The first thing to do is know who your target audience are? Understand their pain points and align your product or service to how it would meet their needs. Afterwards, communicate politely but clearly to them on the phone, make sure to ask open ended questions so that it would not look like you are imposing anything on them. Make sure that your offer has a deadline but don't stop here, still give a call-to-action before the end of the call to get a buying choice from your customer/prospect before you end the call. Let it be clear and let there be various options to reach you.

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Ruth Hattingh

Persistence, resourcefulness and a willingness to work hard... Teamwork makes the dream work.
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I agree but would like to add that you should not rush through your speach because it will most likely iritate your prospect.

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CHRISTINA GRANDERSON

Custom Lash Designer
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In my experience to provide urgency and value can be achieved by having a confident knowledge of the product. When engaging with customers in a personal manner allows the customer to inquire about the product and your knowledge of the products can be framed to the customer’s benefit. The customer will be informed of the and trust your expertise of the product. Obtaining the customer’s trust will help the conversation and dismantle the customer’s fear of being scammed or manipulated.

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Jocelyn Roman

Open to being challenged in the workforce. Seeking a balance between purpose and genuine curiosity.
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Assess the situation. Find out about the deadline. Offer solutions to be helpful. Convince the consumer you have the ability to keep the supply moving and he will meet the deadline. Make him believe that the sooner the order is placed ,that this order will get him on track to meet the needs of his customer. It's added value to help him help his customer. Don't over sell. If it is impossible tell. It like it is.

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Unyimeobong Ekanem

Data analyst , currently a Verification Specialist at Alerzo. content creator.
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I once worked as a telesales representative for a colleague on leave. A friendly tone and a calm approach is the key. You may not always know the background of all your clients, but it is important to sound polite. Start with greeting and introducing yourself in as fast as 30 seconds. Avoid asking sensitive questions and details. People these days will not tell you much and will start feeling uncomfortable as they think it's a scammer or data theft. State the reason for your call and listen attentively. Most importantly, avoid big grammar yet maintain a level of intelligence.

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2 Use open-ended questions

One of the best ways to create urgency and value on the phone is to ask open-ended questions that encourage your prospect to talk and reveal more information. These are questions that start with who, what, where, when, why, and how, and cannot be answered with a yes or no. For example, you can ask: "How are you currently handling this issue?" or "What are your main goals for this quarter?" By asking open-ended questions, you can uncover their pain points, needs, desires, and objections, and use them to build rapport, trust, and value.

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Dave Blozis

Client representative at Mariani Landscape
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Asking questions you can walk a client into themselves selling their own self on the idea and why they need it. For example if you're selling them on why they need a new tree where one died asking them about liking shade and why they wouldn't want one there.

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3 Highlight benefits and outcomes

Another key tip to create urgency and value on the phone is to focus on the benefits and outcomes of your offer, not the features or specifications. Benefits and outcomes are the positive results that your prospect can expect from using your product or service, such as saving time, money, or hassle, increasing revenue, productivity, or satisfaction, or achieving a specific goal or milestone. For example, instead of saying: "Our software has a user-friendly interface and a cloud-based storage system", you can say: "Our software will help you streamline your workflow, access your data from anywhere, and reduce your IT costs". By highlighting benefits and outcomes, you can show your prospect how your offer can solve their problems and add value to their situation.

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4 Create a sense of urgency

One of the most effective ways to create urgency and value on the phone is to create a sense of urgency in your prospect. This means making them feel that they need to act fast or they might miss out on a great opportunity or face a negative consequence. You can create a sense of urgency by using time-sensitive words, such as now, today, or soon, offering limited-time discounts or bonuses, mentioning scarcity or demand, or sharing social proof or testimonials. For example, you can say: "This offer is only valid until the end of the month, so don't miss this chance to save 20% on your subscription" or "We only have a few spots left for our free consultation, so book yours now before they're gone". By creating a sense of urgency, you can motivate your prospect to take the next step in the sales process and avoid procrastination or indecision.

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5 Use a clear call to action

The final tip to create urgency and value on the phone is to use a clear call to action at the end of your conversation. A call to action is a specific and actionable request that you make to your prospect to move them closer to a sale, such as scheduling a demo, signing up for a trial, or placing an order. Your call to action should be simple, direct, and confident, and include a benefit or a reason for your prospect to act. For example, you can say: "Let's schedule a demo for next week, so you can see how our software can help you achieve your goals" or "Sign up for our free trial today, and you'll get access to our exclusive features and support". By using a clear call to action, you can guide your prospect to the next stage of the sales funnel and increase your chances of closing the deal.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Ifunanya Ozor

Short-Term Rental Virtual Assistant | Airbnb Arbitrage Specialist | Administrative Assistant || Customer Service Representative - Helping STR companies streamline operations, maximize ROI and increase revenue
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Creating urgency and value on the phone involves effective communication and persuasion techniques. To create urgency, highlight time-sensitive benefits, limited-time offers, or potential consequences of delay. To convey value, focus on how your product or service meets the specific needs or problems of the person you're speaking with and show empathy in your conversation. Use clear and concise language, active listening, and personalized examples to make your pitch more compelling.

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How can you create urgency and value on the phone?

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1 Know your audience

2 Use open-ended questions

3 Highlight benefits and outcomes

4 Create a sense of urgency

5 Use a clear call to action

6 Here’s what else to consider

Phone Etiquette

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