My job is to get your foot in the door so you can sell-As a consultant I strategize with the client to decide the best way to get your foot in the door. The only way to determine whether a prospect is worth a meeting with my client is to ask probing questions. You can’t sell anything to anyone without determining what their needs are. Once you’ve made that determination and gathered enough info, and told them a little about the firm you’re calling from, only then can you book a meeting.
The reason this is important is because if you try to book the meeting before determining the need you run the risk of either a cancelled appointment or an appointment with someone who has no interest in meeting with you. Any $10 an hour telemarketer can set a 15 minute appointment but a true cold calling professional sets an appointment who has an interest in your product, has a budget and open to getting a quote sooner rather than later (within 3 months is standard).
I’m not about the hard sell-The biggest complaint I hear from my workshop attendees is that telemarketers are too pushy. Listen people, you can’t sell anyone anything by cramming information down a prospect’s throat. You need to find out what their needs are first by probing them for their buying habits all the while knowing exactly when to shut up and listen. This is another reason why telemarketers get a bad rap because they are so busy selling from fear and shame that they forget to just listen to what the prospect might be interested in. Prospects will generally tell you their level of interest just by know which questions to ask. There will be plenty of time for giving your information once you’ve gathered some from them first.
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