Rob Stepney of Calls That Count LTD gives a great short presentation on the essentials of telemarketing… applicable to both B2C and B2B telemarketing.
Too busy? Here are my notes:
BENEFITS OF TELEMARKETING
- Low cost way for business owners to get new clients when making the calls themselves
- Very direct… know where you stand right away
- Easy to track roi
- Great way to develop short, medium, and long-term biz opportunities
- Develop relationships with existing customer base
- Contact a lot of people in a short period of time
ESSENTIAL PREP WORK
- Send email or direct mail before calling
- Be clear about your objective
- Have a system for tracking call notes
- Create the right physical environment
- Create a call plan, not a script
- Test and measure
- Enjoy yourself
PSYCHOLOGY
- Myth: you’ve got to be a slick salesperson… puts unecessary pressure on yourself
- Be relaxed: Is what you offer on their radar? If yes, are they open to talking about it?
- Be yourself
- You’re just on a fact-finding mission
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