Telemarketing tips

Do you use the telephone, in order to sell your products / services? Do you get nervous? If that’s a “Yes”, here are some telemarketing tips which you may find helpful.

‘Telemarketing’ includes all forms of outbound calls, including appointment setting and direct sales (‘telesales’).

* Use a CRM (Customer Relationship Management) system in order to store all of your contacts. A (cloud based) example is (which we use in our office).
* Have a clear objective for your calls. However, be prepared to be flexible, as the call proceeds (otherwise you will sound like a robot).
* If there is a pre existing relationship, the whole experience will be much less daunting, i.e. via networking. It will help if you have a Customer Attraction System.
* Schedule time during the week to make calls.
* Put yourself in a good mood, by listening to some of your favourite music, before you call. Choose up-tempo tracks.
* Stand up, when you start to make calls.
* Introduce yourself, using your first and last name (no matter how well you know the person you are calling).
* Ask if this is a good time to talk. Most telemarketers don’t do this, so this will differentiate you. Once you have ‘permission to talk’, the conversation will proceed more smoothly.
* Depending on the nature of the call, you may wish to use a brief pre-written script (contact me if you wish to discuss this, as you can achieve up to an 80% success rate with the right wording).
* The objective of the script is to move you from the introduction phase (Part A) to the sales conversation (Part B).
* Ask open questions, as they can’t be answered with a yes or a no.
* Once you are talking to a decision maker, take your time, listen and build the relationship.
* People remember how you made them feel – not precisely what you said.

Within The Marketing Compass, we run a half day telemarketing training day.

Nigel Temple is a sales and marketing consultant, speaker and trainer. He shows business owners, professionals and teams how to get better results from 21st century marketing – including brand awareness, website traffic and sales enquiries. To find out more about Nigel’s services email or call Joanna on +44 (0)1628 773128.

He welcomes media enquiries about any aspect of sales or marketing. He has appeared within the national press and broadcast media.

Nigel is the founder of The Marketing Compass – join thousands of business owners, tell us about your business and ask some marketing questions!

Did you dream of becoming a salesperson?

What is your view of salespeople, in general, I wonder? When you were a child, did you dream of becoming a salesperson?

What words would you use to describe salesmen and women? Are they flattering words?

Now think about your business. Is selling one aspect of what you do?

For many of us, the answer to this question will be: ‘Yes it most certainly is.’

There is no point in doing a lot of marketing activity if you can’t close the sale, is there?

Selling is a process. Break it down into separate elements and master each one.

This is a big subject – so I will ask one question: what are your feelings about selling?

One of the central reasons that people avoid selling is fear of failure.

Is it something that you love to do, or would you rather avoid it?

Personally, I love selling. After I graduated (with an honours degree in marketing),
I spent five years selling, for the likes of Rank Xerox.

To be successful in selling in the 21st century, you have to have integrity,
partly because negative word of mouth now travels so fast. You have to have
strong values. And you you have to place the customer’s interests at the centre
of everything you do.

I wish you all the best with your business, your marketing and your selling!

Marketing consultant, speaker and author
The Marketing Compass
Small business marketing direction