How to Be an Effective Telemarketer

Telemarketers usually work in call centers.

Telemarketing is not an easy job. Telemarketers have to spend long hours calling prospect after prospect, working primarily on commission rather than a regular salary. On the plus side, telemarketing can be a lucrative career, especially if you stick with it a long time and develop many leads. Effective telemarketing requires that you build relationships with your prospects, and avoid coming across as pushy.

Instructions

1. Read all the relevant literature on the product or service you are selling. Review the user manual if you are selling a product. Thoroughly review the company's background information if you are scouting out clients for a services firm. If you are soliciting for a charity, make sure you know all the pertinent information regarding the charity and its campaigns. Have the relevant literature on hand in your cubicle at all times, so you can refer to it when a prospect asks you a question.

2. Write your own scripts for calls if your employer permits. Use key words and phrases provided to you by your supervisors. Avoid using the stock scripts provided. You will be more successful speaking in your own language. Each script should include an introduction, background information on the product or service, a sales pitch and a confirmation line to close the sale.

3. Speak casually to gain rapport with prospects. Do not stick to the script 100 percent of the time. If the prospect comments on sports, the weather or pop culture, go along with it and ask questions. Do not let this go on for too long, however; keep the friendly banter to no more than three to five minutes per call.

4. Ask questions about the prospect's needs. Ask questions whose answers will tell you something about the aspect of your product or service the prospect will find most attractive. For example, if you find that your prospect uses his cellphone for business, then you can tell them all about how the phone app you are selling lets you keep track of business calls.

5. Preclose the sale by recommending the product or service to your customer. Use the information you gathered in Step 4 to make pitches that are relevant to the prospect's needs.

6. Give price information and payment options to end the call. If you are soliciting donations, start by asking for a high donation, then slide to a lower donation. Ask for credit card information first. If the prospect is unwilling to pay by credit card, ask for mailing information so you can send out a payment envelope.

7. Track your sales on a sheet of paper. Purchase a package of star-shaped stickers. Post a star on a sheet of paper for each sale, and post the dollar value of each sale under each star. Look at this sheet throughout your day to motivate yourself to make more sales.

References

• BNET; How to Write a Telemarketing Script that Sells; Adrian Miller; October, 1995
• Business By Phone; 42 Telesales Tips You can Use Right Now to get More Business and Avoid Rejection; Art Sobczak