10 Tips to Help You Build a Cold Calling Telesales Team

Building a cold calling sales team is a lot easier than you may think. However, it can be very costly and incredibly frustrating if you do not follow certain guidelines.

1. You must have a semi-relevant list of contacts for you telesales team to call. It is pointless saving money on cheap leads or data which are outside your target audience when you will lose a far greater amount of money through wasted man power, phone bills and eventually recruitment fees from the loss of unhappy staff.

2. If possible, headsets are far better than handsets for any team that will be on the phone for more than a few hours each day. This avoids the phone being held between the shoulder and the chin and keeps the voice clear at all times.

3. A basic CRM system is massively beneficial in order to track the sales conversion rate. CRM stands for Client Relationship Management, and it is a piece of software that will manage the leads that you distribute to your telesales team. These can be expensive, but if you are buying quality data, then they do pay for themselves as less leads are likely to be wasted.

4. You must have a training programme in place. I have seen so many companies not worry too much about training their telesales staff because they look upon the role as elementary or straight forward. Because of this they ignore ongoing training or just implement a brief induction course.

5. Always have at least one sales meeting a week, preferably every morning or before the cold calling session begins. Cold calling is a mind numbly dull job and a meeting before each session gives your staff a chance to air issues and concerns. These meetings also build a team bond.

6. Have a team leader in place to take charge and make sure that you are getting the most out of your team. If you cannot justify paying an additional salary, then just the kudos of becoming a team leader will sometimes be enough to get a half decent team leader on your side.

7. A proven telesales script is essential in order to maximise you staffs input. The script must have at least have the following 3 point structure.

8. Introduction: The introduction must tell the client who your representative is, why your representative is calling, and most importantly why is in it for the client. i.e why the client should give your representative some of their valuable time.

9. Fact Find: You will need to ask some pertinent questions in order to ascertain whether this suspect has the correct qualities or desires in order to become a prospect.

10. Close: The end of the call must lead into or at least create an opportunity for a follow up call from your sales team. This follow up must be welcomed by the prospect. With this in mind it is essential that the fact find section of your telesales cold call pitch is executed successfully.

I hope these help you on your way to build a cold calling team.

The Vacation Sales Cold Call Script

If you have been hunting around for a cold call script, take a look at this one. The destination vacation is a big money operation. People who make 1,000 calls per week generally find 100 interested prospects that turn into 50 paid customers using scripts like this one. Everyone tweaks a word here and there in scripts and this one is no different. Sit with your sales manager for approval on the wording and then try this script out on your next 100 calls and see if it makes a difference.

“Hello, is __________ there?

Hello, my name is _________, calling from _______________ How are you today? (Customer’s first name)

I see that you filled out a survey form and expressed interest in a Hawaii vacation.

Our company has just released our VIP Invitations for vacations to Hawaii and your name is on that list!

I am calling to make sure you want to take advantage of this discounted Hawaii vacation offer. Mr/Ms_______________________what do you think?

If you have pen and paper,I’ll give you all my information so you can start planning.

Again, my name is ________ and this is through _____________________________.

This Hawaii vacation package is for 4 days and 3 nights on Maui. Your airline will be _____________________________. You will be staying at the Hotel __________________ for 4 days and 3 nights. If you need other airline arrangements we are a full service travel agency and we would be happy to search for another airline fare.

I know that we do not pay your personal expenses or any taxes and no service fees are paid. The last time I went, I believe I paid not more than $25.00 and I paid that at the hotel check-in.

I only have 11 vacation packages to Hawaii and I do have other calls to make to lucky people. Are you ready to buy this great vacation today?

The cost is $698.00 for two adults and must be taken within 6 months from today. As long as both of you are over 21 years of age, you are on your way to sunny Hawaii!

Do you have your credit card ready or do you need to discuss this with someone before you buy?

I’m only offering this one package today so you would need to buy today, but then again, take up to 6 months before you run off for a fabulous vacation!

Oh no, Ma’am, there are no hidden fees or charges. But now that you mention it, there is one thing that I would ask you to do. Once you get home, would you drop me a line and tell me what was the most exciting, the most beautiful or the most fun about this Hawaii vacation?

Yes, you can enclose a snap shot if you would like.

If you are ready to buy right now, I’m ready to take your credit card and get you all set up.

Yes, Ma’am, please read the numbers on your card.

I’ll read that back to you.

Now if you would verify your address I’ll get your things into the mail.

Wonderful! Now write down my name and phone number so I can answer any questions for you.

My Ticket Registrations department might give you a call to verify the spelling on your name or some other detail, I hope that is not a bother for you.

Okay, we are all set.

I will you enjoy that fabulous sun, sand and sea! Aloha!”

Invest your time and words into a script that deliver what you want to convey as efficiently as possible. Use a mirror and practice doing phone sales to yourself until all the words are comfortable and you can smile the entire way through. A great telesales script is extremely valuable.

How to Cold Call As a Staffing Sales Executive

If you don’t believe that cold calls work in 2017 then stop reading this article and get back to email. Cold calling still works in a BIG way. Here’s why and here’s how to make an effective cold call in staffing…

Depending on the industry you staff for, cold calls will be more effective than others. For example, the industry I service, Telecommunications, is comprised of Baby Boomers and Gen X’ers who aren’t afraid of human contact and conversation via phone. This is how we grew up and this was the preferred method in the business world back in the 80’s, 90’s, and early 2000’s.

… Look at your industry and understand your target audience.

For cold calls to work, you must believe it will. You can not have a shadow of doubt in your mind before picking up that phone. Get your mindset right and convince yourself this will work.

What is the best way to open your call? Here’s my pitch…

“Hi Peter, (never use Mr. last name), makes you look subservient off the bat. My name is x, with x company and our core competency is x,x,x. We work with x companies within our industry to help them secure qualified resources for projects and/or direct hire. Can I be a resource for you from time-to-time?

That’s IT! Then SIT BACK AND BE QUIET. I don’t care if 20 seconds of awkward silence occurs, awkward silence is good! I see and hear so many staffing sales execs ramble on and talk themselves out of opportunities. Listen and listen more.

Let’s dissect my pitch above. The first name establishes a level playing field. Posture and positioning is critical in sales, (read any Seth Godin book) especially, within the staffing and recruiting business. Sharing core competency and clients establishes relevance and credibility right away. This is also critical because most peoples’ attention span nowadays is 1-2 seconds.

The word “qualified” says so much. Hiring managers need quality. If you simply say we secure resources, then you don’t separate yourself from other recruiters. If he questions your “quality” claim, this is a when you have him! Share success stories. Share what other clients tell you. This is powerful.

I use projects and direct hire to make sure he understands we cover both sides of the business and we can be flexible with his business needs. Hiring managers love options and flexibility.

My final question, “Can I be a resource for you from time-to-time?” has been my ACE in the hole. Very non-threatening and doesn’t make you look desperate. It gets the hiring manager thinking proactively and if he is wise he will keep you in his mind in the event he needs you in the near future.