…follow these and you can’t go wrong!
Telemarketing rules were not made to be broken! Get your Telemarketing Skills up to scratch, follow these tips and watch your results soar!
Is Telemarketing simple? It can be!!
Telemarketing calls can be easy when you have good telemarketing skills and you follow a well written telemarketing script.
But let’s make it even simpler still.
Here are 13 not to be broken Telemarketing rules….
Rule # 1
Plan your Telemarketing Campaign -
Picking up the phone “willy nilly” (so to speak) does not a campaign make! You need a plan. What part will your telemarketing call take in your sales strategy? Are you getting a lead? Turning a lead into a warmer lead? Appointment setting or closing? Think it out….
Read this section on Sales Skills to see the areas you need to cover throughout the process.
Rule # 2
Follow the Telemarketing Regulations -
Each area has regulations in regard to what type of telemarketing calls you can make, when you can make them and to whom. So follow the Telemarketing rules in your area.
Read up on the Telemarketing do not call list here…
Rule # 3
Always use a Telemarketing Script or Call Guidelines -
There are really no exceptions here…even for experienced telemarketers. The bare minimum you need is call guidelines in front of you. It is so easy to go off track on a telemarketing call. By using a telemarketing script you make less mistakes, sound more organised and confident and you ensure you cover everything in your call.
For help on writing a Telemarketing Script and more info on why you need one that works….click here…
Rule # 4
Don’t sound like a Telemarketer when making your Telemarketing Calls -
It is harder to build rapport with someone who has already “switched off” from you. By sounding too much like a telemarketer you will find it harder to get past the “gatekeeper” to the “decision maker” and you will also find it harder to get people to like you….which leads us to…
Rule # 5
People only buy off people they like…..so build rapport! -
There are 3 pages you should take a quick look at to really get a grasp of this concept…
Rule # 6
Get your voice tone and speed right -
Our message is delivered by our voice…much more than our words. Often we can say the words of the script, with the wrong tone or speed and we totally mess up the message.
Take a look at the Good Comminication skills link above for more info…
Rule # 7
Always use the clients name -
A persons name is the sweetest sound in the worls to them…so use it. If it is suitable, always use your prospects first name…however don’t over use it – that just gets annoying.
Rule # 8
Don’t talk about you -
Even if you totally relate to what your client is telling you and you have a great personal story along the same lines… don’t tell it! Your client cares about “what’s in it for me” they are really not that interested in you (hope I havent hurt your feelings). And that is okay, because we want it to be about them too. If you take up time on the phone with your stories, the client will ultimately feel like the conversation is taking too long and they will start to feel frustrated with you.
Rule # 9
Treat every objection as a request for more information -
Why? Because that is exactly what it is. There are 2 reasons people give objections. One is that they genuinely have an objection and the other is that they haven’t been given a real reason to say “yes”….so they say “an objection.” This objection will usually be a common one like “I can’t afford it”. All that has happened is that we havent yet touched on the personal reasons why THIS client needs our product, so they say what feels the most comfortable to them.
Rule # 10
Three “no’s” equals a “no” -
Following on from the last Telemarketing rule….To make sure that this client doesn’t fall into the “I don’t have enough information to say “yes” category,” try providing more information for the first 2 “no’s” or objections the client gives you. But the Telemarketing rules are…. 3 strikes and you’re out!
Rule # 11
Don’t try to sell in your first cold call -
This rule fits in with rule # 1. You can’t make one cold call to a client an expect to end that call with a sale….well maybe 5% of the time you can, but that’s a lot of hard work and a lot of rejection. A smarter move is to design a campaign around 3 contacts.
Click here for some more advice on the 3 contact formula… go to List of Small Business Ideas
Rule # 12
Telemarketing only works if you work it -
In other words, learn the methods, write a script and follow the Telemarketing rules. Any other way will likely fail and turn you off Telemarketing Calls for good! What a waste!
Rule # 13
Understand that not everyone will say “yes”… even though you must assume they will! -
What I mean is…you will never get a 100% telemarketing success rate. So don’t beat yourself up when you get a “no.” However, you must have that personal level of expectation while you are making each call. A customer can pick up on your commitment to your product and if you sound like you expect a “no”…guess what you’ll get??
