The 7 Golden rules of Telemarketing. How to win clients and not annoy people!
Believe it or not, our fearless leader Tania Verdonk actually enjoys picking up the phone and making calls to people who she does not know. In her perspective, selling is not just a mere transactional process but rather an avenue for providing solutions to people’s wants and needs. As such, identifying the right audience to reach out to is crucial as it ensures that those who have a need or problem are the ones being targeted. Without a problem or need, potential customers are unlikely to be interested in what is being offered.
Tania believes that writing a script before making calls can be an excellent idea. She’s quick to stress, however, that a script is not something to be read verbatim, but a guide and a model that should evolve over time. Its function is also to make sure that you, the caller, have the most important information on hand so that you don’t forget anything or get flustered mid-call.
The purpose of the call, however, is to present yourself in the most competent and friendliest manner that you can. If there is a want or a need, it will quickly become apparent, but relationship gold lies in leaving a lasting impression from a friendly and professional call.
Script example 1:
“Good morning/afternoon, is it possible to speak to ______?”
Always be well-mannered and specific. This shows that you’ve done your research!
“This is (your name) from (company name) in (location). Have you heard of us before?”
Providing these details will assure them that you’re actually a human being and not a robot. The question builds rapport and encourages discussion.
“OK, well as you may be aware we help businesses like yours to (pain point 1) and (pain point 2) by providing (core service).”
As an example, we help businesses like yours to (have complete peace of mind) and (spend a lot less time on bookkeeping) by providing (an efficient and affordable bookkeeping service.)
Questions to keep the conversation going:
- What system/s do you currently have in place?
- Is there a way that we could work together?
- When do you review your current contract/supplier?
- Are there things you don’t like about your current system/provider?
- Would you like to see a demonstration of our system?
Script example 2:
This example can be used to speak to previous clients.
“Hi, can I please speak to______?”
“My name is Tania Verdonk and I’m calling from Spirus Marketing in Burwell, near Cambridge. We did a proposal for you in September for a telemarketing campaign. Can you recall this? “
It doesn’t really matter what they say at this point, just move on to the next part.
“Okay, well, we provide marketing, business development and PR services and I just wanted to catch up with you since our last conversation and hear how you are getting on.”
You can stay quiet at this point and see if they volunteer info.
Questions to keep the conversation going:
- What did you do after you received our proposal?
- What services do you currently outsource?
- Might you need additional support in the future?
- How can we be considered?
- Who did you choose to go with in the end?
Tania’s 7 Golden rules of Telemarketing:
- Only have your necessities on your desk.
- Close all unnecessary computer tabs.
- Commit yourself to your desk.
- Don’t put the phone down between calls. Leave no longer than sixty seconds between your calls.
- Put a large “DO NOT DISTURB” sign on your office door.
- Have a mirror (yes, really!) handy to remind yourself to smile.
- Do what you said you were going to do (e-mail/call back) and TRUST THE PROCESS.
Need help with your Telemarketing?
Don’t miss out on outsourcing telemarketing in 2023 and its benefits! Let’s chat about how Spirus Marketing can help you achieve your telemarketing goals. We’re available at 01638 741830 or you can email us by clicking here and asking how we can help you introduce telemarketing to your marketing strategy.
We look forward to hearing from you!