All well and good, and good advice in many ways, but here are a few quick ways you can improve your calling immediately. Our 7 top tipsfor telemarketing success. No waiting for the perfect training course to ‘tell’ you how to do it. These are our must do’s that will propel your telemarketing success.
1. Do Your Research and Gather a good list
2. Wake up!
Do you like chatting with boring monotone people? Have you received really uninspiring cold calls? Well, get a shot of positive before you make your morning calls. From a UK perspective, that doesn’t mean go all American on your prospects (apologies to our American cousins) but it also doesn’t mean we should sound like Victor Meldrew or someone that has just got out of bed after a heavy night. People still buy people and people buy from people they like. And like comes before trust. So, inject some energy into your calls and your telemarketing will be energised as a result.
3. Focus on the pain and make it interesting
If you have a bad impacted tooth, what would you do? And how quickly? The pain drives you to the dentist whatever the cost. However, if I told you I could help you look more attractive to the opposite sex through teeth whitening and straightening but the cost would set you back £5000, you might still be interested but it would be a much more considered buying decision.
4. Know your stuff but not too much
- Reduce or remove problems or risks
- Make more sales or profit
- Improve productivity
- Look good to their staff, peers, boss, industry or competitors
If you make your conversation about the above or similar, your conversation will last longer and be more productive.
Remember, it isn’t what you know that counts. If your goal is to make a face to face appointment, answer a technical question with ‘That’s a really good question Bill. The technical side of the business isn’t really my speciality. Why don’t we get a date in the diary and I’ll ask my colleague John to come along and he can explain how that works’. Bingo. You have your appointment!
5. Don’t sound like a telemarketer
That start is 100% guaranteed to mark the call out as a cold call and you as a poorly scripted telesales hack. The best way to make a telemarketing call is to sound natural and engaging, deferent and open.
6. Mirror language, tone and pace and listen
7. Take good notes and use a decent system
I’m not saying it’s impossible or that the latter two methods are poor systems. It’s just that organisation is key. You need to quickly be able to find your notes and be able to refer to things that were said when you last spoke to the prospect. That includes noting down specific use of language! Costs for CRM systems have plummeted and can be hosted in the cloud. So invest in an inexpensive system (or a more robust system if you have the funds) and make sure you take excellent notes. After all, garbage in garbage out as they say!