subject: Cold Calling - Tips To Turn Into A Skilled Telemarketer, Make Calls Effective, Get Results [print this page] In spite of the laws limiting calls by the telemarketing companies, cold calling is still an accepted means of qualifying sales leads and increasing revenue. It is unreal to assume your office will be mobbed by buyers unless you take the initiative to sell to them. By using telemarketing calls effectively, you can attract many more customers and enhance your business.
Here are some tips that can improve the response rates of cold calls:
1. Define the aim of the telemarketing call
The purpose of a cold call is not to make the sale but to just create an opportunity for a sale. The first conversation is about setting up a meeting or getting some sort of a positive response.
2. Be familiar with your target customer
Good market research should be conducted before launching a telemarketing campaign. After defining the target audience, you should get details of the individual or company you will be contacting. By doing your homework, you can align the product or service with the prospect's requirements and make your call's relevance come through.
3. Select an opening line for the telemarketing call
Prepare an opening statement to initiate the conversation. This prevents any missteps and gets the telemarketer focused. Don't begin with "Is this a good time?" or "How are you?" These statements give customers the opportunity to terminate the call. Your call should start with a greeting and address the person by name (preferably with a Ms. or Mr.). Introduce yourself by giving your name and the organization you represent. From here it would be easier to move into a dialogue. Use the information you collected on their business to present your product or service as a likely solution for their business requirements. Have the opening statement in your hand before picking up the phone. Don't read it off the computer screen. Just use it as a reference.
4. Put together a script to refer to during the sales call
A script prepares the telemarketer for any questions or concerns that may be raised by the prospect. List out the various advantages of using a product or service. Think of possible objections and their resolutions. For every question the prospect may ask, you'll have a ready reply. This approach also projects confidence. The prospect feels she is communicating with a knowledgeable salesperson. Again, the script is for reference only, and not for reading verbatim.
5. Be specific in scheduling a meeting
Specify a time when asking for an appointment. Ask "Can I meet you at 10 am tomorrow?" If it's not convenient, the prospect will suggest another specific time and day.
6. Be polite to every person you talk to
In telemarketing, callers often connect to assistants of the decision makers. Be courteous and remember their names for future communication. Winning their approval is critical to getting your call forwarded to the right person. Be polite in asking them for information or details of the person to contact.
7. Send promotional gifts - something small but memorable
Sending a unique gift is an excellent way to make your business stick in a customer's mind. When you call them the next time, they recognize you immediately by having a recollection of the gift.
8. Make cold calls early in the day
Decision makers have more time and energy in the mornings. Catch them early in the day rather than when they're swamped by meetings or other work.
9. Be consistent in following up
Majority of the telemarketing calls show successful results only after the fourth or fifth conversation. In spite of this statistic, some telemarketers stop trying after the second follow up. Be persistent if you want to see results.
10. It is a numbers game indeed
Chance of making a sale goes up with each call. Let us be honest. Not every call would get you a sale or an appointment for further discussion. But make enough calls and some percentage will bring you success. Key is to consistently improve so that you can sell more with lesser number of calls. This is bound to come about if you keep dialing the prospects and not get discouraged by negative responses.
Telemarketing is a skill that needs practice. Skilled telemarketers have the experience of thousands of calls and a experience of handling wide-ranging set of customer responses. The key is to keep practicing and soon you will become a successful salesperson.
