Secret 6: Cold callers as a rule are highly creative, unique, intelligent people
I really want to dispel the myth that we telemarketers are uneducated flakes. Keep the following in mind:
A. Telemarketers take part time positions usually to obtain a degree in a totally unrelated industry. Or supplement income to pursue more creative outlets
B. We are as committed to a cold calling campaign as the best sales person. We just need to know that we are respected for our talents.
C. We love it when management wants to know our opinion because we love coming up with solutions and ideas.
D. We are absolutely team players
Secret 7: Presentations on the phone work better than scripts
I don´t use scripts as a rule and I´m not going to tell anyone else to either. However I do recommend writing out in long hand, what a phone conversation sounds like just so you understand the objective of the call.
Secret 8: Don´t expect quality appointments on the first day of a campaign
Really quality appointments take time to develop. They just don´t happen overnight. I make it a point of explaining to clients to expect the first few appointments in a few weeks, not a few days. Think about it. What are the chances that you will call a prospect for the first time and have them"?¦
A. Have a need for your services?
B. Not request info before making a decision first?
C. Have a budget for your product/services?
D. Ready to purchase within 1-3 months?
E. Not request a quote?
In order to develop a quality appointment you need to pre qualify them first. Remember, not everyone you speak with is someone you want to do business with.
Secret 9: Don´t expect a cold caller to know your market better than you do.
You need to plan who you´re marketing to. It´s not the cold caller´s job to know who your markets are.
Secret 10: Lots of calls don´t always equate to lots of sales/appointments
While cold calling is a numbers game, bad numbers sometimes speak to how good the list is. In other words if your cold caller is making a lot of calls and not getting anywhere(assuming you have a good tm) perhaps it´s a question of marketing the wrong service to the wrong person. This is often when marketing research is neglected(which by the way is another form of telemarketing).