Free White Paper
Telemarketing
Tips for More Effective Telemarketing
To Leave A Message Or Not...There's Really No Question. Leave One
You are calling a prospect again to remind him or her of your services. You're get voice mail. Just like the last time you called. And the time before that. And the time before that. What should you do?
Leave another message? Hang up and try again next week with the hopes of finally getting through to a real person?
There are persuasive arguments for either choice, and no doubt, you've run them through your own mind more than once. But as for us, there is really only one answer:
Leave a message. Pleasant persistence always wins. Leave a message on voice mail just often enough to remind your prospect of your services or product. But don't call so often that you actually are making a nuisance of yourself.
Why Should You Leave A Message?
For one thing, you are gaining recognition for your product or services. You may not get through to your prospect this time or next, but the information you leave will.
For another, you are building rapport with your prospect even if you are not making direct contact. Your continued calling will convince your prospect that your are consistent, and persistent.
Finally, you are being informative. One of your products or services might be a sales item. You need to let your prospect know this so he or she has an opportunity to take advantage of the discount.
Don't Go Overboard When You Leave A Message
If you do, you may very well be perceived as being the obnoxious nuisance you think you are becoming. Instead, keep your message short.
Tell most of the important information first. Mentioning the benefits your services or product will provide first and then how to contact you.
At the end of the message, leave your phone number and/or web site address.
Repeat your name, company name, and phone number one more time out of courtesy to the prospect so he or she doesn't have to repeat the message.
… In case your prospect finally decides to pick up the phone and return your call.
And they will!
Make "No" a Positive Experience
It is difficult to accent the positive when you are telemarketing your own services or products. Telemarketing can be a frustrating task. Statistically, it only has about a 5% to 10% response rate - even when it is being performed by professional telemarketers. So you must prepare yourself to hear "No thank you" a lot. Here's how:
Don't Overwork Yourself
First, and most important, telemarket no more than four hours a day. Any longer than that will make the experience frustrating (even if you incorporate the following proven tips).
Give Yourself A Break, Or Two, Or Three
- Take a 10 minute break after the first hour of calls.
- Take another 10 minute break after the next hour and a half. And so on.
Structuring breaks into your phone schedule gives you a much better edge psychologically. Not only can your mind, to say nothing of your voice, use the rest, you will find yourself compartmentalizing your work schedule into three or four goal-oriented phone sessions a day, rather than view it as one, long, exhausting day on the phone. (See the difference?) Also, if you're behind schedule or want to get home early, don't try to tough it out and skip a break or two. You'll be much more effective on the phone if you allow yourself time to rest on a regular basis.
Each 'No' Is Another Step Closer to 'Yes'
We're not talking about turning each 'No' into a 'Yes.' We're just putting the negative response in proper perspective.
Like we said before, telemarketing yields a 5% to 10% positive response rate. Two wrongs don't make a right, but nine 'no's do statistically yield a 'yes.' Every 'No thank you' you hear is an expected response that you can mark down as part of an ongoing process. If you dial the phone knowing that, on average, every tenth person you talk will respond positively, you eliminate the frustration and have a goal to work towards.
It'll also make you a more confident and effective telemarketer. How? Simple. When you do talk with the one-in-ten respondent who replies with a, "Sure, I'll be glad to schedule a meeting with you (or buy your product)," you won't be or sound surprised. Just professional.
And when you're on the phone conducting business, you definitely want to sound confident and professional.
|
