Cold-Calling/Telesales can be
one of the most cost effective
methods of acquiring prospective
clients and keeping them. This
like everything else in
marketing must be done
consistently. The best method is
to use telesales with direct
response mail. The best formula
is call, send info and follow up
with another call. This will
give you the best return on your
time and money.
Create a telesales schedule for
yourself that includes a
beginning and end. Choose the
same time every day. Understand
that telesales is a skill that
when practiced becomes easier to
do. If you like to exercise,
because it makes you feel good
when you do, or because it is
good for you, then you will
appreciate the next analogy.
Become as discipline in
telesales as a professional
athlete is in sports. After
thirty days of telesales
prospecting and getting results,
talking on the telephone
everyday will become a habit!
Practice Makes Profits.
The first few days prospecting
may be tough to do. But soon
you'll be relaxed and happy to
do it. Professional sales people
call it prospecting, when you
prospect consistently you get to
hone your skills and actually
become good. Over time, you'll
begin to have results and then
the reluctance goes away. What
makes telephone prospecting so
effective is your attitude and
your personality. Be sure to
create a different script for
each type of telesales you are
conducting; businesses, past
clients, joint venture partners,
etc.
Whenever you decide to contact a
group of people via telephone be
sure that you create and
practice your script before
picking up the telephone, if you
cold call people at their homes,
you must verify that they are
not on a Do Not Call list. To
contact someone on such a list
could result in large fines. If
you are calling businesses and
offices, verify first that the
Do Not Call List Laws do not
apply in your state.
Get the Appointment.
Note, when contacting people by
telephone, your only objective
is to make an appointment, not
to sell anything to them on the
phone. You are just seeking to
educate and inform. Create a
list of about 1,000 names and
numbers to call. Try to make it
people within a 5 mile radius.
If you are calling businesses,
start with 200 names and
numbers.
You must decide how many new
clients you can take on each
month. Remember to take into
consideration your current
client load. If that number is
10 new clients a month, you will
need to (directly) speak to
about 100 different people per
month to achieve that goal. It
may be necessary to speak to
each of them at least three
times before you get them to
actually agree to meet with you.
Focus on the Benefits.
Spend one hour each day talking
to prospective clients. The goal
is ten new clients a month!
Block telesales time out on your
schedule right now, today. Stop
reading and put choose a time
that works for you this moment.
With telesales, every new client
costs you only your time on the
phone (very economical).
Remember that talking on the
telephone is nothing more than
educating others on the benefits
of obtaining your valuable
services; it is educating the
public and promoting your
business. Keep in mind how your
existing clients benefited from
your services. Don't you want
everyone to have the same
benefits your current client s
experience?
If the person reacts poorly
(this almost never happens) say
"thank you for your time" and
move to the next person. A
person's reaction is not a
reflection on you but rather on
something that is upsetting them
in their life.
If you still have call
reluctance, you may want to read
the book "The Psychology of
Sales Call Reluctance" by George
W. Dudley. It is the best book
we have found on getting past
the fear of making calls.
Ideas for using telesales:
Getting new clients
Keeping in touch with current
clients.
Contacting past clients.
Researching for joint venture
partners
Generating leads
Setting up appointments for
joint venture partnerships
Source: Fritz
Richard
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