Ian Titchener, Director of Telemarketing Matters., writes: There is no great secret to telemarketing, other than good old fashioned experience. At Telemarketing Matters we employ highly experienced sales people to carry out all of our calling activities, however not all companies can afford a telemarketing agency, therefore I thought that I would pass on what I consider the greatest component in successful sales and telemarketing. However there are some things to do first!
1. Throw away the ‘how to sell” book you have purchased, it will not teach you anything!
2. Identify who your ideal customers are, and figure out what motivates them to buy your product. Understanding why people buy is far more effective than trying to sell the benefits of your product
3. Write down the criteria that would make you want to meet with a perfect prospect. For example:
Am I speaking to the right person?
Do they have a buying need?
Do they have budget?
When are they thinking of buying?
Now here is the great secret, be yourself. People buy from people! Prospects do not want to hear “robot caller” who is obviously reading from a script. They are a human being and want to speak to another hearing, thinking human being not a computer. If you are yourself, and just engage the prospect in a conversation, I guarantee you they will be willing to talk to you.
Look at your prospect criteria
Am I speaking to the right person? “Are you the person that deals with?”
Do they have budget?“Do you have a budget for this?”
When are they thinking of buying? “When are you looking at this?”
You get the idea. The best way to learn is to pick up the phone. You will soon find your own style of telemarketing and your level of experience will build around this.
But of course, if cold calling is not for you, you can pick up the phone and speak to me!
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