THE JOYS OF TELEMARKETING
THE JOYS OF TELEMARKETING
Well, if I had had said The Joys of Sex, I would have caught your attention! But, it could well be said you can have as much pleasure out of Telemarketing!
Now, who here would not believe that? Why all the amused faces?
Telemarketing can be emotionally and financially rewarding, but it all a matter of attitude. If you come to the front door of the office and think, not another shift on the phones, I will have trouble getting sales, I hate the product I am selling, I hate telemarketing, guess what? You will have a miserable day and perform poorly. There is a cure for this, turn around, back down the lift and go to the pub. Here you will meet some nice people and have some fun. Guess what, you can also meet some nice people on the phone when telemarketing and have equally as much fun, as well as getting paid for it. It’s just a matter
of knowing how.
What do you do when you are on the phone? Do you just deliver the same script over and over again just like a selling machine? Just waiting for the person to say “not interested” so you can move onto the next one? No wonder you become bored! Engage the prospect in conservation, just like you would a person you met at the pub or at a party get to know them, get them interested in the product. Don’t go into the call asking for a sale, go into the call to get to know the person, telling them about the product, getting them interested, getting them wanting to buy from you, not you trying to sell to them. People are happy to buy what they want from a person they have got to know, they hate being sold something. It’s a game of tactical maneuvers, not unlike a chess game, not just delivering a standard script. We employ you for more than your voice
box!
A script is the words and terminology of someone else, change it to the wording that you would use yourself, then it sounds more natural, not like a telemarketer reading a script. If the prospect thinks of you as a telemarketer you have a big hurdle to overcome to win their confidence to obtain the sale. Adjust your language usage and pace of your pitch to mimic the prospect. If the prospect is a slow speaking person slow down your pitch or you will lose them, if they are sharp and abrupt in their speech don’t bore them with an elongated slowly delivered pitch, they will get bored. If the use prim and proper language, so should you, if they drop in the “mate” or whatever, so should you. People feel comfortable in dealing with someone like themselves. If you can get the prospect laughing and joking, you have won them over to yourself, the getting of the
sale is then just a step away. Get them to like you, then the product, then, do them a favor by accepting their order
So as I said, make the call a fun experience for yourself. Each call may be a little longer but your success rate will dramatically improve. More importantly you will enjoy your time on the phone, you may even start to say, “the phone is my friend!”
Sometimes, it can be hard to deliver a pitch to a non existing image on the end of the phone, you cannot see them, you don’t know how they are reacting. Use your imagination! Fantasize! Yes, totally fantasize, if the person sounds nice to you, imagine them in a situation you would like to be with them in or see them in. There is no harm in thinking about it while talking to them. If they sound a grumpy old bastard, imagine them as an old witch or something, then when they say no, what
else would you expect from such a horrid creature. It does not hurt as much.
At the end of the day you should have had fun and earned some extra commission, you can leave feeling happy and looking forward to tomorrow night.
So, is telemarketing as much fun as sex? Try to make it so!
I am often asked for “sales Tips”, three things are important:-
* Know your product, talk to the prospect about the product and paint a picture of the product in the prospects mind. Never acknowledge to the prospect you are a telemarketer or calling from a call centre or getting back to everyone that has bought something previously. Let the prospect think this is a special call to them, make them feel important.
* Don’t be a statue when on the phone, make the same movements you would make in a face to face discussion, otherwise you sound
flat. Move your hands to express points, sit on the desk if you like, stand on the desk and wave your arms around if you feel like it. The prospect will hear the enthusiasm in your voice. Try poking your tongue out at someone that has said no, it makes you feel great!
Veridian assists your contact centre with fulfilling your business needs and meeting your expectations for return on investment (ROI) and profitability. For more information and a free consultation, visit Call Centre.
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