To be a successful telemarketer you must first plan the elements of your call and understand how they work. Then you can experiment until you find your own style.
Telemarketing always works best if you are invested in the call (i.e. if the prospect is getting you and not a script)
Here are the Elements to the successful cold call.
1.The Opening
Deliver your first opening sentence with sincerity and warmth. Imagine a single woman. A guy walks up to her and says “Have I seen you somewhere before, do you come here often, fancy a dance?” She walks away thinking, what an idiot. It's the same with cold calling. Your opening line determines whether you get to dance or not! Also get to the point, your prospect will lose interest if you beat around the bush,
2.Ask Questions
Ask questions that make your prospect engage their brain, and show that you know your beans. Make statements that are creative and descriptive; show your prospect a little of you and build credibility. Qualify your prospect as to need, desire, decision making ability (do they sign the cheques?) and if they can pay.
3.Gather information
Your clients are buying to solve a problem or satisfy a business need. Understanding what motivates your client's purchase is key to making the sale. Emphasize what your client will gain. Show them how you will put money in their pocket by helping to understand how you can safeguard profits, and eliminate worry.
4.Prevent Objections
Get them to talk about what dissatisfies them; find out what their discontent is with their current situation. Show them how your service can gain them reputation, profit and pride in their company.
5.Every time you pick up the phone get what you came for!
Move your client along to the next step of the sales cycle. What was the objective of this call if not to do so! The biggest fear you have is not picking up the phone - it's asking for the sale, right?
Here are some basic asks that can move things along. Which would be better for you? Can we discuss this face to face? If I….Would you When can I?
Be yourself and enjoy it! That’s the most important technique of all!
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