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Answer You - Some Thoughts On Effective Telemarketing
If you’re approaching the magic time in life, somewhere between 10 and 20 years of working at your chosen expertise, you’re ready to get paid. Not for your labor or the hourly wage you earn no matter how generous it is. You’ve been doing that for years. If you’re like most of us, you’re ready to be paid for your knowledge. Wouldn’t that be sweet!I wish I could tell you it’s that easy. That someone could come in and wave a magic wand and POOF! You are a household name. If you were to ask any famous people, and I know my fair share, you would also know it took them 20 hard years to become that overnight success. One of the Laws of the Universe for true success is you have to do the work first. Good ideas are a dime a dozen.The good news
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
•
It is a well known fact that as the population increases then the number of people wanting to go into business increases –obvious but true.This is despite the fact that a large amount of businesses fail within the first two years.Ideally one would like to purchase a business for less than it takes to create one – this is not always easy and can take as much effort as the former.So just how does one take the choice of whether or not to uptake the business opportunity?The decision can be helped by the work taken to look at the factors affecting the eventual outcome.What is commonly misunderstood is that businesses have their life-cycles –if you are lucky enough to buy a business when its life-cycle is still enhanced
The reality is though, if we have confidence in our products, solutions and services, we owe it to ourselves and to our company to tell as many people as possible. I have always taken the view that if a prospective client rejects my proposal, then they have lost out on dramatically improving their business. A positive and confident mind-set is essential for successful telemarketing and cold calling.
So what are the rules?
Plan & Prepare:
Make sure that you are prepared for the call:-
• Have all the relevant documentation to hand.
• Prepare a ‘script’ including everything you wish to ask. Use bullet points not sentences.
• Familiarise yourself with the “script” - practice, write down your agenda and be direct.
• Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to “grab” their interest so they’ll want to hear more.
• Explain why you are calling.
• Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the telephone call? (aim high but realistic)
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
•
At a time when gas exporting countries are considering the formation of an OPEC type gas producer’s cartel, EU President Barrosso has argued the case for a united European energy strategy in order to improve and maintain a more favourable bargaining position. In an interview with energy expert Jonathan Stern of Oxford University’s Institute of Energy Studies, he argues that such a strategy is necessary, but, doubts, given the very differences that exist with gas production, distribution and marketing, that the formulation of an OPEC type organisation is ‘almost certainly not viable’.IS THE GECF A VIRTUAL FORUM?In fact, there is an organisation, the Gas Exporting Countries Forum (GECF), which seeks to promote cooperation and coordi
So what are the rules?
Plan & Prepare:
Make sure that you are prepared for the call:-
• Have all the relevant documentation to hand.
• Prepare a ‘script’ including everything you wish to ask. Use bullet points not sentences.
• Familiarise yourself with the “script” - practice, write down your agenda and be direct.
• Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to “grab” their interest so they’ll want to hear more.
• Explain why you are calling.
• Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the telephone call? (aim high but realistic)
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
•
Most retail stores in a particular brand category look the same. They use the same shelving layout, the same colors and the same materials. But every now and then there’s a store that does it completely different- one that demands attention from a distance because it is so unique. These are the stores that no others can imitate, no matter how hard they try. One way to achieve that desirable uniqueness is by changing the way you display your products, with modular display systems. Modular display systems provide an abstract, elegant and unique means for showing off your products to potential customers.Modular display systems are especially effective in brand categories that are typically displayed in an industry accepted, time-honored wa
• Familiarise yourself with the “script” - practice, write down your agenda and be direct.
• Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to “grab” their interest so they’ll want to hear more.
• Explain why you are calling.
• Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the telephone call? (aim high but realistic)
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
•
The next time you say that your job is killing you, you may just be on to something.The UK currently has the longest average working week in Europe and there is mounting evidence that overwork is taking its toll on the British workforce. For example:• Approximately 106 million working days are lost through back pain, costing the UK economy ?5.2 billion. • Approximately 90 million working days are lost across the UK as a result of stress-related absence. • Stress experts state that consistently working more than 45 hours a week can damage your health, physically and psychologically.The irony of us becoming a nation of workaholics is that in long term it has adverse effects on businesses. Recent research has indi
Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the telephone call? (aim high but realistic)
• Is it to inform?
• To establish a need?
• To obtain an appointment?
Never attempt to sell your product or services over the phone (unless you are in a telesales role)
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
•
Often the first point of contact the media has with an organisation is with the front desk or receptionist. Although designated people within a company may have the training and skills needed to interact with the media, the first point of contact within an organisation can make or break a journalists perception of the company and may impact on how they report about your business.Here are ten tips on how to be media savvy for all office professionals.1. Have a Formal Media Policy.Every organisation should have a policy on talking to the media. A formal policy helps minimise the risks and maximise the opportunities when dealing with the media. It is important to also understand and update this policy. Often a company might have a
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don’t Be Deflected
Ensure That You Have The Right Information:
Never assume that the information you have is correct:
• Confirm you are talking to the right person.
• Confirm they have the authority and not just the title.
Be informed
• Know the industry they operate in.
• Who else have you helped in that industry?
• Tell them.
Reaching The Decision Maker:
Don’t attempt to establish the decision maker and then talk to them in one phone call, if you don’t know who to speak to then that is a call in its own right.
Set yourself a target, say four attempts to get through to the decision maker, if you still are unable to reach them, try a different approach.
When to call: If you keep a call log of all your calls, you’ll soon get to know which are the most productive times to reach the decision maker (e.g. traditionally Monday morning is a poor time to cold call).
Human Barriers: The higher up the organisation you go, then the higher and wider the barriers seem to become, with receptionists, secretaries and personal assistants all seemingly having no other purpose than to stop you getting through to the decision maker.
Try outside the normal office hours. You will avoid the receptionist and may get straight through. Security staff are often a good source for information and they are usually more than willing to show off their knowledge about the company - they also have the time to talk!
As a last resort, send a letter first explaining that you will be calling - therefore the receptionist is “expecting your next call”.
Close With A Commitment - Keep That Commitment:
If the commitment is to an appointment then always confirm in writing but,
- Be Brisk
- Be Polite
- Be Immediate
Some General Tips For Successful Telephone Communication:
- Always dial the number yourself.
- Ask for the contact by name, i.e. “Mr. Smith” please.
-
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