How to Telemarket For Leads
Growing your business is imperative to keeping the company alive, and a steady flow of new customers is the most important thing in the world. Unfortunately, few methods of marketing and advertising are available to the small business owner with a limited advertising budget. Telemarketing represents one of the easiest and fastest ways to reach out to as many people as possible for the lowest cost. However, it also represents perhaps the most difficult method of attracting new customers.
- Difficulty:
- Challenging
Instructions
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1
Create your calling list. Determine your ideal prospect and generate a list of people who fit that description. Contact a vendor like Sales Genie for a calling list containing everyone who meets your criteria in the geographic region you intend to market.
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2
Write a script. Successful telemarketing requires a great talk path, one that grabs the prospect's attention and holds it for the duration of the call. Focus on the most relevant aspect of the call -- the benefit to the consumer -- and work in a way to immediately convey that benefit within the first few seconds. If you are unable to captivate your prospects, your telemarketing efforts will fail.
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3
Make a note of every possible objection a prospect might have, or every excuse they might use to avoid continuing the telephone call. Write down the words to use that best circumnavigate these objections and allow you to continue talking.
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4
Get a calendar and notepad. Be prepared for prospects to say yes. The vast majority of calls will result in declines or outright hostility, but you will also receive some positive responses. Make detailed notes about those calls, including any important information provided by the prospect. Notate the calendar with the date and time of the meeting, appointment, call and additional information.
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5
Start dialing. Begin by entering the first phone number on your list and initiating the call. Any doubt, hesitation or anxiety should dissipate during the first call, allowing you to continue without distraction.
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Tips & Warnings
Use a microphone headset for your telephone. Since you'll be on the phone quite extensively, you will find it much more convenient to have both hands free to write, type, and perform other tasks. A headset also reduces strain on your neck from trying to hold the receiver against your shoulder.
Accept the fact that you will receive significant rejections and hostility, and that you will speak with many unpleasant people. Do not allow angry prospects to harm your ability to make more phone calls.
Once you begin your telemarketing for the day, do not stop. Many telemarketers procrastinate between calls and waste valuable time. As soon as you hang up from one call, start dialing the next number.
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