Successful Telemarketing Strategies

  • Make sure you have a Plan. Before you begin your telemarketing campaign, do you know what you want to achieve? Are you collecting additional contact information, such as the decision maker’s name or asking for specific contact’s e-mail addresses? Are you creating brand awareness? Are you conducting market research? Are you hoping to close a sale over the phone? Without a clear directive, your telemarketing campaign will never get off the ground.
  • Make sure you know your target audience. Who are you directing your marketing message too? Knowing your target audience is integral to any outbound sales program. There is no point talking to anyone who is not interested in hearing from you.
  • It’s all about the list! The success of your telemarketing campaign comes down to the telemarketing list you use. Your list should be accurate, targeted and the right size. The number of callers you have, should determine the size of your telemarketing list. If you only have 1 person making the calls, you don’t want the data to go bad before they are able to call all the contacts on the list. Conversely, if you have 10 telemarketers making the calls you want to make sure the telemarketing list is large enough.
  • Know the Rules. Many countries have Do Not Call regulations. Before starting any telemarketing campaign, do your research and make sure you are in compliance before you call anyone.
  • Have a killer Script. You have just a few seconds to make a good first impression on the phone. Your script needs to be clear and to the point; you are more likely to succeed in your goal if your prospect fully understands what you are offering, as quickly as possible. Working from a script keeps you focused on what you need to get out of the call. It also helps curb the nervousness that can come with making cold calls. Just make sure you don’t over-rehearse and end up sounding like a robot. With a more natural speed, you’ll sound more sincere.
  • Be knowledgeable. The first obvious question is why should I listen to you? Or, why should I buy from you? Make sure you are well-informed about the benefits of your product. A sound knowledge will help you persuade your prospects.
  • Make it into a Conversation. You should sound like you are having a conversation rather than making a sales pitch. Be prepared to talk through any questions concerns they have.
  • Try to get a Commitment. This is key to finishing a call. At the end of the call, you should ask the prospect’s commitment to buy your product or service. If the prospect shows some interest, thank them for their consideration and ask for their final decision.
  • Know how to be told “No”. Sometimes a “no” really is a “no”. Don’t let it upset you, thank the person for taking the time and try again another day. Telemarketing requires a lot of patience and persistence to produce good results.
  • End your call Politely. Whether you get what you wanted or not, always thank the person on the other end for his or her time.
  • Keep your Word. If you say you’re going to send some marketing material – send it. If you waste somebody’s time or leave them dangling, waiting for undelivered promises, they won’t be likely to buy your services in the future.
  • Practice Makes Perfect. It can take a little while to get comfortable with telemarketing; don’t give up if the first call isn’t perfect. Remember that the worst thing that can happen is that someone will say “no”, which leaves you no worse off than you were before you made the call.
  • Don’t just Cold Call. Your telemarketing efforts should be part of a larger campaign that uses a combination of different direct marketing strategies – a direct mail campaign, an email blast and even social media. You may have to reach out half a dozen times to establish a relationship that delivers results.

Telemarketing can be extremely effective if done properly. It doesn’t have to be hard, and it doesn’t have feel like you’re harassing your prospects into submission. Take the time to plan everything out. The more time you spend preparing, the better the results of your telemarketing campaign will be.

Frazzled Making Sales Phone Calls? 10 Tips to Help

“Can I put you on hold while I find a pen with ink?”, you ask your customer on the phone while your hand searches the desk frantically for another pen. In frustration you are wondering how to sound calm when you can’t lay your hands on the tools you need to do your job.

I hate to scramble to find things when I am on the phone! When you run a home-based business and you rely on your phone voice to win customers, you need to sound professional. People trust a person who is organized and sounds confident. If, like me, your business depends on your phone voice, you want to make sure that you sound cool and collected- not flustered and up-tight. How can you convey to your clients the assurance that you are a reliable self-possessed individual that they can trust?

These are a few tips to help you acquire the phone image you want to project:

1. Have a daily routine. If you set aside a “best time of day” for you when you have your peak energy, you will feel more motivated and energized. Some of us are morning people, and like an early start. Try to handle the bulk of your calls during those times, and slog away at the paperwork later.

2. Try to start your day looking good. This may sound strange, but if I am in my housecoat and slippers when I phone people, I feel less charming, and my attitude is affected. I prefer to shower and dress as if I am going to the office- my manner is more professional and assured. (My husband loves to work in soft tee shirts and comfortable clothes, so choose whatever makes you “feel good”).

3. Make sure your space is organized before you pick up the phone. Ensure that you have note paper and several pens or pencils within reach. Do you have your planner open to schedule appointments and a calendar to check? Have a list of all important phone numbers within reach. Are there other reference items you will need- license numbers, phone scripts, contracts? I like to doodle while I talk so I need to have a clean sheet of paper or I will end up making notations and scribbles all over my good working notes!

4. Have good lighting and a comfortable chair. Ergonomic equipment plays an important role foe those people who have to work from home. Try to get the keypad and chair that fits you so that you can relax while you work.

5. Keep a carafe of coffee or glass of water nearby. If you spend lots of time talking on the phone, you will need to stay hydrated. Don’t strain your voice, or you will begin to feel hoarse.

6. Take a short break to get refreshed. Get up for a snack, or short walk around the house to help stretch and renew your energy. Sort your thoughts and write down important items that you will need to take care of before making the next call. Send the email you promised so that it does not weigh on your mind while you are discussing business with the next client.

7. Avoid distractions around the house. It is great work from a home office to take care of domestic issues, but don’t let the small daily things interfere with your occupational tasks. If you are listening for the dryer to indicate the cycle is done, you will not be listening attentively to the client on the phone. Close your office door, tell the family to keep the TV low and make your environment as phone-friendly as possible.

8. Let technology work for you. A cordless headset for the phone allows freedom of hands to type on the keyboard, take notes, or doodle!

9. Take a deep breath before you dial and SMILE often! You will sound relaxed and people can hear the friendliness of a smile. We all need to do it a little more often.

10. Let go of anything negative that happened previously. Remember that each day is a new day and if you don’t feel your best you can reschedule some tasks for another day. After all, that is why we chose to work from home!

Follow the tips and forget the frazzled nerves!

The Telemarketing Prayer

You can be the most experienced and best-trained salesperson in the world and still deliver flat, lifeless presentations, while the rookie next to you could sound inspired and break all sales records using a fraction of your skills. Have you ever wondered why you can descend into a slump while they’re soaring, defying gravity? Could it be a matter of hope and faith? Are they asking for and receiving help?

I’ve found that there is an uncanny connection between those times when I’ve recited a short silent prayer and when I’ve achieved top results with my sales prospects. Here are some of the things I’ve asked for assistance with.

I hope this Telemarketing Prayer will help you as much as it has helped me!

Please help me to communicate better than I’ve ever done before.

Let me be as refreshingly clear as water.

Let me be enthusiastic, showing my commitment to my product and company.

Let me open my ears, to hear the customer and appreciate his or her viewpoint.

Let me be brave enough to strongly and convincingly lead my prospect to buy.

Let me not suffer from sales remorse.

Help me to take comfort in the fact that most people resist buying at first, but are pleased they bought, afterwards. Help me to appreciate that sales are the spark plugs of all business activity. Without sales, businesses and the people they employ can’t move forward.

Remind me constantly that there is only one person as important as a salesperson and that is a customer. We need each other, and when we serve each other it is because we have seen that our interests are aligned. We improve each others’ lives.

Help me to appreciate that the phone is the best medium for selling. The weather, time, and topography are completely irrelevant. It is always the right time to Reach Out and Sell Someone (TM).