Cold Calling - Tips To Become An Accomplished Telemarketer, Make Calls Effective And Get Results
Go to: Previous Article Next Article
In spite of the legal regulations limiting calls by the telemarketing service providers, cold calling is still an accepted means of qualifying sales leads and increasing revenue. It is unreasonable to assume your office will be mobbed by clients unless you go after them to make the sale. By using telemarketing calls effectively, you can attract many more customers and expand your business.
Here are a few tips that can improve the response rates of cold calls:
1. Define the aim of the telemarketing call
The target of a telemarketer's first call is not to make the sale but to just create an opportunity for a sale. The first conversation is about setting up a meeting or getting some sort of an encouraging response.
2. Collect details of your target audience
Comprehensive market research should precede a telemarketing campaign. After defining the target audience, you should get details of the individual or company you will be contacting. By doing your research, you can align the product or service with the prospect's needs and increase the relevance of your call.
3. Select an opening statement for the cold call
Prepare an opening line to initiate the conversation. This prevents any mistakes and gets you focused. Don't start with "Is this a good time?" or "How are you?" These statements give prospects the opportunity to excuse themselves and hang up. Your call should start with a greeting and address the person by name (preferably with a Ms. or Mr.). Follow it with an introduction - just your name and the company you represent . If you do this, it would be easier to take the conversation further. Use the information you collected on their business to present your service or product as a possible solution for their business needs.
Jot down the opening line for reference before picking up the phone. Don't read it off the computer screen. Just use it as a guideline.
4. Put together a script to refer to during the telemarketing call
A script prepares the telemarketer for any questions or concerns that may be raised by the prospect. Discuss the various advantages of using a product or service. Think of possible objections and their resolutions. When a prospect has a question, you'll have a ready response. This approach also projects confidence. The prospect feels she is talking to an informed salesperson. Again, the script is for guidance only, and not for reading word for word.
5. Be precise in scheduling a meeting
Be precise when asking for a appointment. Ask "Can I meet you at 10 am tomorrow?" If it's inconvenient, the prospect will propose an alternative but specific time and day.
6. Respect every person you talk to
In telemarketing, callers often connect to gatekeepers of the decision makers. Treat them with respect and note down their names for future communication. Getting on their good books is a prerequisite to getting your call forwarded to the right individuals. They will give you the information and details you want when you ask them politely.
7. Send promotional gift items - something small but distinctive
Sending a unique gift is an excellent way to make your business stick in a customer's mind. When you call them the next time, they recognize you immediately by connecting your name with the gift.
8. Make cold calls in the morning
Decision makers have more time and energy in the mornings. Catch them early in the day rather than when they're swamped by meetings or other work.
9. Follow up repeatedly
Studies indicate that telemarketing sees success only after the fourth or fifth follow up call. In spite of this statistic, some telemarketers stop trying and give up after the second follow up. Be persistent if you want to see results.
10. It is definitely a numbers game
Chance of making a sale improves with each call. Let us be honest. Not every call would get you a sale or an appointment for further discussion. But make enough calls and some percentage will bring you success. Key is to continually improve so that you can sell more with lesser number of calls. This can only come about if you keep dialing the prospects and not get dejected by negative responses.
The art of cold calling gets better with practice. Great telemarketers have handled thousands of calls and a experience of handling wide-ranging set of customer responses. Keep at it and soon you will become a successful salesperson.
Article Source: Articlelogy.com
- Credit Cards A big selection of Cards in all flavors: Bad Credit Cards, Secured Cards, Prepaid Cards, Credit Cards for Canada, Low Interest Cards, etc -
Word Count: 779
Reduce Your Debts Without Bankruptcy. See How Much You Can Save. Free Debt Analysis
