I was speaking to a Business Development Manager today ..I asked him if telemarketing is something he might consider to help build his lead pipeline and his response was rather interesting.
He said” We don’t sell flowers….we sell virtual hosting solutions and I don’t think it would work’ Our services are too expensive for a telemarketing campaign ” or words to that effect.
I don’t want to sell his products on the phone, I want to offer the decision maker the opportunity to meet a knowledgable and effect communicator who can deliver IT solutions to help him run his company more efficiently.
It doesn’t matter what you sell….your products are a solution to a problem ( hopefully). My job is to find companies who have a problem and get you a meeting to go and help solve it. Catch my drift ? So if you supply flowers or high end IT solutions I help you develope and fill your lead pipeline. Call 01827 302848 to find out more or visit our website www.totalrecallbusiness.co.uk
It is that time of the year….. the time when people say ” It’s coming up to Christmas no one will want to do anything at Christmas” ……which to me sounds like a feeble excuse not to pick up the phone
Christmas and the weeks leading up to it are a fantastic time to prepare for next year, but also to get some agreements set up for meetings in January 2017. What is wrong with speaking to people in December and asking to have something pencilled in the diary for January ?
If you make any meetings in December that will happen in January, they will need careful managing, keeping in touch and reminding people that a meeting is booked. Perhaps send them a Christmas card – with a Merry Xmas note – see you on the 8th Jan !… that sort of thing.
Think about your target market though….. accountants are really busy in January, but they might be prepared to see you early mid December.
Whatever you do…. the fact that you are doing something means that you will be ahead of your competition and getting 2017 off to a flying start.
If all of this seems like too much to deal with – give me a call on 01827 302848 and book some time to talk to me and I do the calling for you.
If you are going to telemarket, you need some idea of what your going to say….so you need to have a script. Without a bit of planning, you could end up stuttering and burbling ….the person on the other end will hang up or transfer you to accounts.
Now, I am sure you have read about telemarting companies saying their guys use an unscripted conversational approach, but more than likely they are more experienced than you and they will some idea of what they they are going to say…..they will have a script, be it written down somewhere, or in their head.
Each call needs to have a structure….a beginning ( which needs to be short and to the point…..a middle ( delivering your message and also to the point ) and an end….i.e. What do you want to achieve. Is it an agreement to a meeting or an email….or closing a sale.
So before you pick the phone, plan what you are going to say and what you want to achieve. If all this seems like far too much trouble call 01827 302848 or visit www.totalrecallbusiness.co.uk and we can do it for you.
It is a commonly held assumption ( an incorrect one) that the person who picks up the phone when you ring, is not an important person within that organization.
When I say important – I mean that they are ” just the receptionist ” Most of the the time the phone will be answered by a woman – inexperienced telemarketers or ones who should know better quite often will be abrupt or evasive because they they think she is ” just the receptionist ” Here is who she could be ……..
- The MD or CEO …. just walking past the desk and decides to answer the phone
- The FD or Company Secretary …….same as above
- The General Manager…..same as above
- The PA ……( doesn’t bear thinking about )
- The Office Manager……as above
- The Production Manager….
- The Sales Director….or any senior position in that company
Or the person who answers the phone could be……
- The Md’s Wife
- His Sister
- His Mother
- His Aunty
- Her Husband
- Her Brother
- Her uncle
- Or any other relation
Or she or he could be the receptionist……
How do you know ? The short answer is you don’t. Treat every one who answers the phone with courtesy and respect, they ALL deserve it to be spoken to professionally and don’t assume anything.
When I talk to people about what I do for a living they are always surprised when I tell them how many phonecalls I have to make to get the results my customers want.
I need to make to generate some quality leads and set up some appointments so it’s between 70 to 100 per day. That should get some leads to follow up on later and an appointment every other day hopefully ! There are no guarantees in this business.
So if you are going to give this a go yourself…..get a drink of water, a pad and some pens, no disturbances for at least a few hours and give it a go. You will need some data as well. Don’t forget to be polite and professional at all times, even if they give you a hard time…. and some people will give you a hard time. Take no notice and move on. Concentrate on what your message and the number of calls you are making per hour.
Telemarketing is hard work, so just stick with it and settle it to it, you will soon get some good results. Of course if all this looks like too much for you, we can take over and do it for you. Contact 01827 302848 or visit www.totalrecallbusiness.co.uk
It’s what now ? Head trash ? What’s that ?
Head Trash are the voices that mutter and whisper inside your head and stop you picking up the phone.
We all have them – even me. I don’t like ringing mobile phones.
I come an era when a person’s mobile phone number was a private as the code to his safe and I am still convinced that if I ring someone on their mobile phone when they did not supply me with the number, I will get a sound telling off from them. I don’t want to be yelled at or told off and so I ponder and worry about dialling that 07 number.
Other people don’t like ringing someone if they only rang them a couple of days ago, some people won’t call before 10.00 am or after 5.00 because they think for some reason they are going to get told off.
Now the mad thing is this is…..no one has ever told me off or demanded to know how I got their mobile number …..ever !! It is all in my head and it will be in yours as well. It’s just nonsense and head trash that is stopping you from making that call. Just pick up the phone…..it’s only a phone.
When I mean numbers, I mean telephone numbers. I know it sounds obvious, but make sure when you provide your telemarketing company with some data, double check that all the records contain the most important pieces of information of all – the telephone numbers ! Just saying.