Every Telemarketer needs “How To” telemarketing tips and advice from time to time. Our role as Telemarketers is seen as simple. Mostly, this is true, but it is not always easy!
Professionals who use the phone must be personable, that’s a given. But more importantly they need to be skilled. Consumers are more educated and they receive more marketing calls than ever before. In this market, we need to really deliver beyond our clients expectations if we want great results.
When a Telemarketer asks me what they need to do to make more sales or to get more appointments, my Telemarketing Tip is simple.
Work Harder or Work Smarter. Or better still, do both!
Working harder is the simple part of the equation. Pick up the phone! Pick it up more quickly and more often.
Spend less time shuffling paper, writing notes and chatting to colleagues. By better utilising the time you have set aside for making calls, you allow yourself to work the numbers. What is working the numbers?
Someone once explained it to me by using an analogy that compares our telemarketing calls to a pack of cards.
You see, if you make enough calls you will automatically come across the diamonds, the people who were actually looking at or thinking about exactly what you offer. But what about the other suits, what happens to those customers I hear you ask?
For those customers we need to work smarter!
Working the numbers alone may keep you employed in a Call Centre for a period of time, but not for a long time. Leads and lists cost money!
A good business owner or manager will not want staff who burn through all of their calls without getting a result. This costs companies ridiculous amounts of money. A good business wants staff who can work smarter, people who can make less calls and get more results. When you can do this you are worth big bucks!!
Working Smarter is the way that professional Telemarketers and Sales people go.
If you are going to pick up the phone to gain business, then do it well! Understand how your customer thinks, feels and what they want. Deliver you call in a way that your customer can relate to and that makes them want to take action! Understanding Consumer Behaviour is essential for a smart telemarketer.
If we go back to our pack of cards analogy, only a skilled telemarketer or Sales person will be able to communicate their message in a way that attracts the hearts.
The Clubs are even harder, so your skill set must be greater still. And only the best of the best can please the spades!
Have you ever wondered why some people can have an 80% success rate on their calls and others only a 20% success rate?
The answer is simply that the 80%-ers work on understanding and listening to their clients so that they can fill their customers specific need. The 20%-ers just say the words without a strong personal telemarketing skill set.
The basis of every good telemarketing call is some type of script or call guidelines.
How to structure and deliver a sales or telemarketing script is essential knowledge. Knowing how to structure your call and write a script that works is a must if want to be a top Sales or Telemarketing performer.
I have written a Telemarketing Script sample which will run you through the basics of writing your own telemarketing script.