Telemarketing

What do you need to do differently?

Last year I attended the Foundation Seminar at The National Speakers Association Conference in New York. One of the presentations was given by Christine Comaford-Lynch -NY times best selling author of  "Rules for Renegades".  Christine spoke about her cold calling experience when she was targeting the fortune 1000 companies for her IT services company. She highlighted the enormous tenacity she had for "dialing for dollars" in order to build her company's sales pipeline. She made 500 cold calls, ...

Are you splashing around?

I like to swim regularly and I can not help noticing different styles of stroke and those which seem to be the most effective, from two points of view:Firstly that the swimmer maintains a graceful rthythm and does not get tired and seems to be able to keep going with little effort. Secondly from a speed point of view and how fast they can travel through the water and again seemingly with little effort. So therefore I am most puzzled by those who seem to make the most splash, get in everyone else...

Called by a machine!

I was just getting down to some serious work and then I got a call. When I answered it was a prerecorded message. I notice that the delivery of these calls tends to be very polished , clearly to produce maximum impact. You are then given the option to speak to a human being. I suppose it is one way of dealing with the icy cold part of the call, ie the person either will talk to you or not and there is no emotional expense from rejection or abuse. I still do not get it or they don't, would it not...

Telemarketing Outbound -Tip 3

This should make you feel warmer about making your cold calls! Call the PA of the Chairman of the company you want to approach. Find out the name of the Executive Director who is responsible for the part of the business you want to sell into. Then, when you are introducing yourself at the beginning of your call, you can refer to the conversation with their Chairman’s PA.  Hierarchy play a big part in organisations and you will probably find they will at least give you the time of day!

Telemarketing Outbound -Tip 2

Think about the difference  this will make to  your outbound calling! It will make a considerable difference if time is taken to carry out some research on the company or person you are calling before you pick up the phone. Then, your initial opening line should be about them and their business, and not your service offering. It makes an even bigger difference if, in some way, you can make a connection between their current business climate and some success you have had in a similar environme...

Telemarketing Outbound -Need to make your calls warmer?-Tip 1

Feeling uncomfortable about making cold calls? Then think about this simple analogy: In order to make new business contacts, it is important to understand how people engage, or establish rapport, with one another. I often use an analogy of two strangers at a party. Rapport will be established more effectively and rapidly if each stranger takes an interest in the other person rather than talking about themselves. I find the same is true in a business context. Companies, or indeed individuals, of...

Be Green! Use the phone!

The standard outcome for a telemarketing campaign is to "get a meeting". Just get in front of them the boss will say, the decision-makers etc. This can often involve long distances or just spending an unnecessary amount of time getting to and from the meeting. I notice this even with travelling from one meeting to another in central London. In my experience the solution is simple especially for the first part of the sales cycle, is to book a "telephone meeting". It has the same texture as a face...

Telemarketing – Do not call!

I was watching the Dragons Den the other day and there was great interest amongst the Dragons about a device that will block out unwanted telemarketing calls. It made me think that it was a great shame that more care and attention is not spent looking at the delivery of some of the consumer calling so that consumers do not feel the need to subscribe to do not call lists or have the need for filtering devices. There are two key points here, firstly the caller seldom builds proper rapport with ...

A Warm Welcome from David Festenstein

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The Telephone has no Future

"The 'Telephone' has too many shortcomings to be seriously considered as a means of communication." WESTERN UNION INTERNAL MEMO, 1876 "The Americans have need of a 'Telephone', but we do not. We have plenty of messenger boys." SIR WILLIAM PREECE - Chief Engineer, the British Post Office, 1876