12 Top Tips for Achieving Great Cold Calling Results
by Flora Ekundayo, TIO MarketingThe fact is telemarketing, telesales or cold-calling (...call it what you will!) still remains one of the most effective channels to market for promoting a business and generating sales.
Here are some tips for ensuring great telemarketing results and more business:-
1. Be Prepared - know who you are calling and why (type of target business, decision maker, business issues, etc.). Have all relevant information to hand to refer to including your diary!
2. Have a clear call objective and focus on this - Results can vary from call to call. Until a result is achieved, you must have a follow-up action.
3. First impressions count, so...
a. SMILE - Have a smile in your voice. People generally respond in kind.
b. RELAX - Be natural
c. ATTITUDE - Enthusiasm, confidence and being positive can go a long way
d. LISTEN - A very important attribute. Each target prospects needs are different and these can only be understood and responded to once they have given you the facts - so listen.
e. Be PROFESSIONAL & FOCUSSED - Keep the conversation in control and to the point. Be flexible enough to discuss the unexpected.
4. During the call process always think AIDA (Attention - Interest - Desire - Action)
5. No scripts if possible - Use information guides to refer to which work better in achieving a natural calling style and better results.
6. Conversation Hooks - mentioning a known contact or current topic of interest for example can be great for introductions.
7. Your understanding of customer issues, unique selling points and benefits - These are all important. Know them!
8. Don't forget your 'Why', 'When', 'Which' and 'How' questions. Keep closed questions to a minimum.
9. Gatekeepers - Remember that they are only doing their job. Do not shy away from questions like "What is the call in reference to/about?" - It is important to stay professional and in control. In fact sound as important as the decision maker you are trying to contact. Be polite but not meek!
10. It is not personal. Yes - people can be hostile and rude (not a lot!), but remember it's not personal - it's not about you! Understand that you are unlikely to be the only caller that they have spoken to looking for an appointment or sale. Focus on making your call stand out from the crowd.
11. Good telemarketing is about polite persistent persuasion.
12. Celebrate your successes - Cold calling can be hard work, so it is important to keep motivated!
TIO Marketing is a b2b direct marketing company specialised in telemarketing/telesales services and sales training. Our telemarketing services cover appointment setting, sales lead generation, event population and data population & cleansing. Our sales training covers Cold Calling Skills and Field Sales training. We also consult with companies looking to identify and/or develop their channels to market.
t: 0845 402 4395 / m: 07793 225332 / e: flora@tiomarketing.com
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