Applied properly, telemarketing can win new business, build measurable sales pipelines and increase knowledge of your customer base.
Tip 6: Managing your prospects
Take detailed notes during every call, and update your database straight away. Even details which at the time seem relatively minor could make the difference in setting up a meeting, and converting that meeting to business.
Pay particular attention to dates you have arranged to call back, contract renewal dates, end of financial year, or anything specific which could be instrumental in getting your foot in the door.
Make notes of additional people you have spoken to whilst trying to contact the decision maker and whatever information they have given you. Try and obtain email addresses, direct line numbers, postal address etc.
The more detail the better informed you will be the next time the prospect is being called. This will also allow you to market to them on an ongoing basis – if they don’t buy from you now, they may do in the future, but only if you keep in touch!
Tip 7: Try to get something out of every call
Always set primary and secondary objectives for each call to help you stay motivated, even if it’s something as simple as getting the name of the decision maker. If the call is focused primarily on appointment setting then apply other objectives such as sending information to the named contact by email or post.
Make a note of who you spoke to and why you couldn’t reach the person you needed. On the next call to that company name-drop this person to the decision maker.
Tip 8: Build positive rapport
People buy people and tend to respond better to similar personalities to them. Studies indicate that the actual words in a phone conversation account for a surprisingly small amount of communication, and tonality comprises the vast majority.
Positive rapport can be established by matching and mirroring the prospect. This can be achieved with factors such as tone of voice, volume and speed. If the decision maker is a quiet, slow speaking person, avoid make the mistake of barking at hyper speed to them! Don’t forget to adjust again once you have passed the gatekeeper.
Tip 9: Don’t take it personally
If a call has gone badly, the person on the other end of the phone may simply be having a bad day. Perhaps they have had an argument with their partner or just spilt a cup of coffee over themselves! Make allowances, ask when is a better time to call back and always remain polite. Put yourself in their shoes – I’m sure we have all encountered bad days at some point!