What Is An ICR?
ICR stands for ‘interest creating remark’. If you are in the sales business, you need to be an excellent salesperson, knowing exactly what to say to draw people’s attention to your product and to get them to actually buy what you are selling. Knowing what ICR is all about, will significantly increase the amount of sales you make over the phone!
How It Works
After you have introduced yourself politely over the phone (do tell the person on the other side your name and tell them on behalf of which company you are phoning, in order to reflect a professional image), you need to say something powerful or binding. The first thing you say after introducing yourself determines whether the person on the other side of the line will continue listening or will put down the phone in your ear!
Put in some effort to be prepared for each phone call and always keep your skills ‘updated’. Here are just a few ways through which you can create an interesting ICR:
ICR Examples
Depending on the product or service you are selling, you might want to start out saying (after introducing yourself, of course, ‘How would you like to save a large amount of money on … (name what you are selling, for example, ‘car insurance’) today?’ Referring to ‘today’ will intrigue the customer and he or she will most probably want to find out what you mean by saving money ‘today’. This provides you with the gap or opportunity to explain and sell your product.
Another excellent ICR is: ‘Do you know one of the most important things that most small business owners neglect?’ The person you are speaking to will definitely wonder whether he or she might be missing something in their business: ‘Could there perhaps be something that I am not doing right? Something that can change my business for the good?’ If there is an opportunity for a business to create more profit, the owner is most likely to listen! Take the opportunity to sell your product or services with the utmost of professionalism.
A few more examples of ICRs that ought to get people’s intention and that will avoid you hearing the phone slammed in your ear, are: ‘I have a product that can change your life forever…’; ‘I have done some research on your firm, and I have found something worrying – do you have five minutes for me to explain how you can improve on this?’; ‘Are you aware that your business is wasting money by doing …? I can help you stop these losses.’
It is worth putting effort into creating good ICRs. This makes the person you are selling something to think for a while, allowing you the opportunity to explain your product. Be clever and don’t let over-eagerness mess up your conversation with a potential client!
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