If your telemarketing sales are focused on quantity over quality then you’re more than likely going to fail. This is why businesses need to spend more time and resources to properly qualify potential leads, so that you can then get the rewards.
Planning is Key
You need to do your research. There’s no point just calling without preparation.You need to decide which market you will target and why it is a good target market. Is there any competition? Do you have an advantage or something that sets your product/service apart from competing products or services? Do you have any industry-leading knowledge or products? You could also identify the reasons why some of your current customers purchase off you.
Respecting the Gatekeeper
Gatekeepers have a job, and that’s to protect the decision maker, therefore you need techniques to get around or go through them to get to your goal. If the process is done respectfully, then it could result in the respect being repaid in the form of a sale.
Make a Good First Impression
You need to make the first seconds of the sales call count; this is why having a thoughtful script is important. You should remember that you should never read your script word for word, but just use it as an outline so that the conversation is natural, but quite directed at the same time.
The Follow Up Is Just As Important
It doesn’t have to be anything expensive etc. but sending contacts a reminder never hurts i.e. you could send them an email; and if this is something that works with what you are offering, then that’s even better.