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The Triple A of Telemarketing, Article 3 – Animation

 

For every process there is a culmination. It’s the zenith of all the patience, persistence, and perseverance that transpired during your efforts in achieving your goal. In the context of telemarketing, the culmination is the part where an appointment is set, or a lead has been generated.

But right between the middle and end parts of the call, there’s a phase where the telemarketer would shift its focus from the prospect to the sales pitch. That’s usually a very difficult transition to carry out, especially when the foundation of trust and confidence is not that strong.

That part reminds the prospect that he is indeed engaged in a sales call and the pitch is naturally inevitable. If the telemarketer is unable to smoothly and swiftly make that transition, the mission would be compromised, and the conversation will end up as nothing more than a chit chat.

So how do you effectively transition from attention to animation?

First, drop the “sales pitch”.

“A ‘pitch’ typically conjures up images of a one-way presentation, with the salesperson talking at a prospect, which is not the effective way to sell,” says Art Sobczak, President of BusinessByPhone.com. After listening to the prospect regarding their company’s needs and wants, it’s your turn to “animate” the situation by offering to help them.

Avoid generic statements.

Make sure that in describing how your product or service works, include the things that the prospect mentioned, to make it sound like it was specifically designed for them. For instance, instead of saying a generic statement like “Our portal solution is the recognized leader in efficient user experience”, address specific concerns by saying, “Our portal solution can reduce your user-experience woes by implementing an integrated sign-on system and synthesized log-in portals.”

You need to make them feel that what you’re offering is a recommendation, and not a sales pitch. By using their own words and language, describe to them how your product or service can directly address specific aspects of the challenges they mentioned earlier. By doing that, they would immediately see the benefits. It will also facilitate in convincing them to agree to an appointment or give out their pertinent information.

And lastly, don’t forget to add a little sauce to your dish by patting a prospect’s back after a successful conversation. Let them know that their decision to consider your product or service was a brilliant move, and it shall not be a subject of regret. Make them feel appreciated and express your excitement towards future interactions. Thank them for their time, and end the call on a pleasant note.

The Triple A of Telemarketing, Article 2: Attention

If you ask people to list down what they think are the qualities of a good telemarketer, they would probably include things like energetic, argumentative, persuasive, persistent, good talker, has a pleasant voice, warm and friendly, and professionally articulate.

A few, if not none, would include traits like keen observer, empathetic, and a good listener.

That’s because the standard persona of a telemarketer (or anyone involved in sales and marketing, for that matter) is someone who “controls” a conversation with a prospect. It is somewhat expected that the telemarketer would do all the convincing and selling, and then wait for a yes or a no, and that’s it.

Prospects should not lie at the mercy of telemarketers – it should be the other way around.

The flow of the conversation should be dictated by the one who ultimately has the power to take things to the next level, and that power is never rested on telemarketers. The decision comes from the prospects; therefore they should be listened to, not imposed upon.

This is how a telemarketing call should go:

  1. Telemarketer introduces self and company
  2. Telemarketer asks permission to discuss things, prospect agrees
  3. Telemarketer asks probing questions
  4. Prospects answer, may elaborate freely, while telemarketer listens
  5. Telemarketer acknowledges concerns, offers help
  6. Prospect asks questions, telemarketer answers
  7. Telemarketer offers appointment, prospect agrees
  8. Telemarketer thanks prospect, ends call

As you can see, the progress of a call relies greatly on prospects. If they respond negatively to any of these stages, then the call will fail. Telemarketers should aim to serve prospects, not overpower them. Prospects deserve attention, and to do that, there must be sincerity.

Most of us don’t really listen. Sometimes we just hear words, and if we do listen, we’re often just waiting for the other person to finish talking so we could be the one to talk. We often crave for our friends to listen to us, not realizing that we ourselves never lend our ears to them.

The greatest mistake a telemarketer could do is to dismiss whatever the prospect has just said. Some telemarketers respond with something completely unrelated, or repeat something that’s already been settled. Why? Because they don’t listen, and they’re too preoccupied with how they’re going to deliver their pitch.

How to Lose a Prospect in 5 Minutes: The Ultimate Disaster Guide for Telemarketers

According to forbes.com, here are some of the ways to give proper attention by listening:

  • Be attentive, but relaxed.
  • Keep an open mind.
  • Listen to the words and try to picture what the speaker is saying.
  • Don’t interrupt and don’t impose your “solutions.”
  • Wait for the speaker to pause to ask clarifying questions.
  • Try to feel what the speaker is feeling.
  • Pay attention to what isn’t said.

It’s a simple give and take relationship. If prospects feel that you’ve given them the attention they deserve, they’d be more open to consider what you have to say in the end. That makes it easier for you to better understand your prospect, establish a relationship and achieve your goals.

Get Better Success On Trade Fairs With Event Telemarketing

Trade fairs are a popular way to network with new and existing clients, and are great places to find hot sales leads. However, it’s no secret that trade shows can be quite expensive, which is why you have to make sure that when you attend or host a trade show, a good quantity of qualified sales leads must be present.

Invitation methods to these events can vary, and there are various options you can choose. One good choice is to hire professional telemarketers to increase the number of attendees of your event. These outbound telemarketing professionals help to make sure that your targeted leads actually attend so that you don’t just end up with a venue full of absentees.

Anyone who’s been through a trade fair before knows that invitees have a tendency to promise an attendance, and yet when the scheduled date arrives, they suddenly have an important matter to attend to instead. Professional telemarketers from a reliable lead generation company can increase the likelihood of your sales leads attending by reminding them of the event a few days or even a few hours prior so that they don’t forget. But that’s not all they can do to help you. These outbound telemarketing professionals can also follow-up on your leads right after the trade show, which further increase your chances of closing a sale with your leads.

So for your next trade fair, find the right telemarketing company that can provide you with professional telemarketers who have years of experience doing event telemarketing, and you will have better ROI on your next event.

What to do and What to Not do for Your Lead Generation Campaign

For a lot of aspects in our lives, there will always be those do’s and dont’s in order to lead us in doing the right thing. For example, you might have experienced at least once in your life when your mom told you to “Please do take out the trash,” or “Don’t drink the milk directly out of the carton,” or somewhere along those line.
For Singapore business owners, this concept still applies, especially for their lead generation campaign. Let us take a look at some of those do’s and don’ts.

Don’t initiate a call if proper research is not done – Telemarketing Singaporean prospects without any adequate research involved just invites rejection in every corner.

Don’t start a campaign without a proper calling list – A telemarketing list allows proper and precise targeting for one’s prospects. Without, the campaign will most likely be lead astray.

Do outsource to a reliable telemarketing company – If you can’t handle starting a telemarketing campaign on your own then never hesitate to outsource to professional telemarketers. You can then immediately gain expertise over your Singaporean prospects upon doing so.

Do give incentives for your telemarketing campaign, outsourced or not – Giving incentives to your team of telemarketers or those that reside in an agency allows them to be more than willing to complete tasks and meet goals.