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| Sales Telemarketing Information |
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4 1/2 Steps for Doubling Your B2B Appointments
Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. They're making money because they are using a basic marketing tactic that most of us have forgotten how to use - give your customer what they want! Tell a salesperson that they can get appointments without making cold calls, tell them to buy your book, and you'll make money hand over fist. Why? Because it's a solution that fits what that market wants. The fact of the matter is that there are many things you can, and should, use to help generate leads. However, business-to-business cold calling will always be an effective basic tactic that will help you get an appointment with your prospect. Effective appointment setting begins with 4 1/2 simple steps that will help you get back to the basics of giving your prospects what they want. The steps are so easy and basic that you might have a tendency to be suspicious of them. But if you just follow along you'll be on your way to doubling your sales appointments in record time. ˝ Step) Put yourself in the place of your prospect. Think about what it will be like to get a call from you. You know your product/service inside and out and are hopefully excited about and believe in it. Your prospect isn't excited about your product/service and doesn't believe in it yet. You have set aside time in your day to make calls but your prospect hasn't set time aside to take your call. That's why it is very important to make the call all about them. Give them what they want out of a cold call hint: the solution to what they worry about at work. Step 1) Identify your ideal customer and their critical wants and needs. At the very least you should have some generic information about the markets that you serve and the obstacles that they face from industry magazines, trade associations, or industry analysts to help you target your cold call message. Step 2) Ask the "cold sweat" question. "What is it that wakes your prospects up at 3AM in a cold sweat and in such a troubled state that they would give anything to solve that problem?" If you answer this question within the first 7 seconds of your call, you will be more likely to gain the attention of your prospect and be that much closer to gaining an appointment with them. Step 3) Create multiple positioning statements that focus on solving your prospect's most difficult problem or achieving their most important goal. Step 4) Test those positioning statements and determine which one results in better dialogue with your prospect and gets you the appointment. Here's a very successful sample cold call script that I'm using for my own business based on the 4˝ steps: Good morning Mr/Ms. VP of Sales, this is David from EMDCO here in Chicago. We are the major B2B lead generation firm in the area. Because of our expertise in your industry, we're able to solve the problems of the call reluctant/time constricted sales force by delivering quick, reliable, and affordable lead generation services. The reason I'm calling you today specifically, is to set up an appointment so I can tell you the way in which we've been successful with (name client) companies. How's (day) at (time)? That's it! I mention that I can solve what most owners, presidents and sales directors worry about. They are always thinking about the revenue numbers they have to hit, they know they have sales people that don't make the calls for various reasons and they know they want a reliable source of leads. I know I'm not wasting my prospects time with a telephone introduction like that. Using this simple 4˝ step process will help you formulate your own quick introduction, allow you to quickly answer any questions they have about you or your product/service and redirect the call back toward getting the appointment. David Wells is a business development expert, speaker, trainer, consultant and founder of http://www.emdco.com a provider of business-to-business lead creation, data confirmation and integrated marketing solutions.
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Careers and Employment Closing That Big Sale With Conference Calling So you are in business. Whether it is micro, small, medium, or enterprise; you know the one key element you need to succeed in your business sales. K.A.R.M.A. of Phone Prospecting Do you ever wake up on the wrong side of the bed? Does the rest of the day just follow suit? Have you ever thought that your attitude towards the day might just be coming back to you through misfortunes and bad things through out the day? 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Normally, I would quickly get the telemarketer off the line so I could get back to showing people how to make more money. But this call got my attention because I thought that this might be a potential service that I could recommend to my clients. So I decided to listen to this sales pitch to evaluate the offering and the approach that the telemarketer used. The Cold Calling Conspiracy A consipiracy exists in the world of selling. A cold calling conspiracy. Stop Selling and Make More Sales A few months ago I spent time training some telephone sales agents who were new to selling. They'd mainly been involved with handling incoming calls but now their company needed them to do some out bound sales calls. I spent two days running a sales workshop for them and another three days coaching them on the job. The Dos and Donts of Cold Calling Having your fingernails removed! Telemarketers May Have Ruined Everything I had to really look at things a little different when I started calling people. Now I am not a telemarketer. I call people only when they request it. How To Know Youre On A Winner The catchword today for business is flexibility. How To Get Your Phone Call Returned When selling your product face to face with a customer, they have no choice but to hear you out completely. Ask yourself this question, If they were listening to you describe your product on their personal voice mail, would they hear you out, or would they delete you? Overcoming Objections Over the Telephone In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. It just comes with the territory. Feel the Fear It sometimes surprises people when I tell them I get slightly nervous before a speaking or training event. They seem to think that because I've been doing it for years, nervousness would no longer be an issue. Telsales Just Got Easier! Your sales structure for outbound calls can be summarised using the well know acronym AIDA (Attention, Interest, Desire, Action) we will explore at a high level what should be happening during a telemarketing call. Conference Calling Evolved Originally the conference call was limited to businesses paying exorbitant fees to the telcos. For business, it still made sense economically because the costs were less than the travel costs involved in bringing the people together. Additionally, significant time savings are involved, both in terms of travel time and in being able to communicate fairly rapidly to an extended group. What Level Of Telephone Sales And Customer Service Do You Provide? Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you'd show them in-person. People can hear a smile, can't they? You also need to have music in your voices and an attitude that conveys to a caller that he or she is your top priority. The impression you create on the telephone can help you stand out from other organization If you don't stand out, you lose your competitive edge. Sales Therapy 101: Breaking Your Fear of Cold Calling Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." 4 1/2 Steps for Doubling Your B2B Appointments Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. They're making money because they are using a basic marketing tactic that most of us have forgotten how to use - give your customer what they want! Tell a salesperson that they can get appointments without making cold calls, tell them to buy your book, and you'll make money hand over fist. Why? Because it's a solution that fits what that market wants. Telemarketing Tips for Direct Sales Success Unfortunately, the DNC legislation has many small businesses that use telemarketers a bit concerned about their choice of direct sales tactic. However, there are still many ways to have your message get into the right people's hands without annoying them. And the fact of the matter is, telemarketing, as a direct sales tactic, works. Here are some tips and ideas to get your sales flowing and customers thrilled that you called them: Cold Calling for Introverts In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!" Choosing a Phone Dialer that Works If you own or operate an outbound call center, you've probably heard quite a bit about various phone dialer systems. In fact, it's likely you are using one of the many systems currently on the market. While your current phone dialer may be adequate for your business needs today, you'll probably grow out of it shortly. Even if you are not anticipating high levels of growth in the near future, just staying competitive in the call center business means having the latest technology. Telephone Sales Basics for Start-ups Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are "a telemarketer". Over the years telemarketing has evolved into the following applications:
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