Can you guess what I will say Sean?
Use the phone in combination with other things or on it's own but definately use it. Ignore people who say telemarketing doesn't work as this is a great way to lose a load of business.
I would actually by some data first. think about who you are trying to sell to and get data that fits you. Prospect size, turnover, industry etc. This way you know that when you are on the phone none of your time is being wasted contacting the wrong people.
Think about what you are going to say to the people you call and why they would use you. You have a small amount of time to grab their attention, build rapport and get the opportunity to carry on talking. Give them benefit statements and go out of your way to ask open questions about their business to get them talking and help you establish what services you have that really benefit them. Don't just pitch your service and ask no questions.
When you have have found out as much as is possible about their business you can then match the benefits of your products and services to their needs. At this point I would be asking a few more closed questions to which the answer will invariably be yes. You can then funnel your questioning to the point that you can ask for the chance to quote, appointment, sale etc.
The only way to get good at this is to practise. You will find that for a while all the different objections people come up with will throw you. Don't worry as it's a learning curve and you will know the right response for next time.
I could go on and on about tonality, voice matching, objection parking but it would bore everyone to death. I hope this helps.
James Minion
Symmetry Business Marketing Ltd
0845 094 3266
0789 099 6881
james@symmetry-marketing.co.uk
www.symmetry-marketing.co.uk
Direct marketing solutions
Start your free 60-day email marketing trial today CLICK HERE
DIGITAL PRINT -