Appointment Setting Tips
Review your last five phone calls
Did you beg for the appointment/sale? Yes No
Are you a peddler or a consultant?
Did you give up on the first objection?
Where you in control of the conversation?
Are you having trouble picking up the phone now?
Did you create a need by asking questions?
Did you listen?
Stand up and Smile. Are you having Fun?
Lead Generation Tips..
Always gather as much info about the prospect as possible
Using a lead form is key to tracking information. Look into Goldmine/Act or other lead flow databases for keeping track of your leads.
Keep it simple. Determine what info you absolutely need. For example, do you need to know the prospects credit rating if they are doing $20 million in sales a year? Only you can determine if this information is applicable to your use of the lead.
The smallest bit of info can be very important (prospect is on vacation, on maternity leave, etc) write it all down
Date every entry to make sure you understand when you are supposed to call the prospect back and when the call was made.
This is an excerpt from my book"Telemarketing Success for Small and mid-sized Firms available at www.amazon.com and bookstores everywhere
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com