The CROC method is perfect for prospecting – it’s simple, straightforward and effective, and takes into account all the key aspects of making appointments over the phone. Ideally, it should be used in conjunction with a prospecting CRM like ActionClient.
The CROC technique
- Contact: success in the first few seconds to break the ice
- Reason for appeal: to justify the reason for our appeal
- Objective of the discussion: to show the customer the benefits to be gained
- Conclusion: to end the call with an action
Contact
The initial contact is the key to a call: the customer decides within the first 4 seconds whether or not to continue with the conversion. You need to get this right to earn the right to go further. Remember that 80% of the message is conveyed by voice.
Points for success :
- Personalize by calling the customer by name
- Show that you’re happy to talk to him, because he’s the one you wanted to reach.
- Smile, the smile is in the voice
- Pretend it’s your only call of the day
- Try to get your customer to talk as soon as possible. I’ve never seen anyone cling to himself.
Reason for call
The reason for the call should justify contacting the customer, not the impression of being called from a list of thousands of names, or that there is no particular reason for the call to be made.
You must have a relevant reason to contact him:
- Our new collection has just arrived
- The market situation is changing in real estate
- We contact the people in your area right now
- Your car is now 10 years old
Objective
The objective should show the person you’re talking to the benefits he or she will gain from talking to you and meeting you. This objective should stem from the situation you outlined in the previous step.
- Our new collection has just arrived
- I’d like to introduce you to what you like to take from us and offer you a free gift.
- The market situation is changing in real estate
- I’ll show you how to make the most of it
- We contact the people in your area right now
- I’m going to propose the promotion of people in your sector
- Your car is now 10 years old
- We have offers for people with cars that are 10 years old or more.
Conclusion of the CROC method
The conclusion allows you to end the call while committing to action, in this case making a real or virtual appointment.
- I therefore confirm that we will meet on such and such a date at such and such a time. Please have your documents ready so that I can study them during our discussion. Thank you again and have a nice day.
Summary
The CROC method is effective because it focuses on the essentials. When prospecting, you need to be simple, short, direct and to the point.
You need to know it by heart so that you can adapt it and say it naturally. Having it in front of you will make you feel secure, even if you don’t need it anymore.
