Growing Sales is what every business wants, what every business needs, and certainly what every business should desire. Email technology isn’t your friend here, I mean who opens unsolicited emails anyway? You just bin them or they get automatically chewed up and thrown into your spam folder. But people talking to each other, gaining trust and building relationships is what works today, just as it always has.
Telemarketing isn’t mass cold calling, it’s a method of growing sales through courteous and carefully targeted approaches. Carefully targeted is the key that opens the door. Cold Calling that is unsolicited or ringing people who frankly aren’t bothered and never will be just brings your business into disrepute. Cold Calling that is relevant, and aimed at a target client who has that need or is in that market isn’t actually that cold, it’s almost warm to start with. That’s what we do here at the Cold Calling Club.
So, getting good data as to who call matters greatly. There’s no point ringing a dentist with a product for a vet, no point in calling a CEO with an invite to poundland – you get the idea. But the CEO will be interested in an invite to see the launch of a new Mercedes won’t he/she? Good date is at the heart of what we do.
With good data in your possession the next step is the script. Waffle will get you nowhere so spending time on clearly articulating the reason for your call is another important factor. A good short and snappy pitch is behind all those who are good at growing sales. Just take sure you’re ringing someone with the authority to say yes!
Compassion comes in many formats and if you call someone up who has a genuine potential purchasing requirement and they simply don’t want to take your call ask them if it would be ok for you to pop something in the post or on an email. But respect the fact they don’t want a sales pitch at that moment. See it as an opportunity for a low level contact and a chance to provide information in another format. Most people will say yes to something being posted/emailed later.
So, dont be deadpan and boring, but also don’t be like a giddy apprentice let loose on their next challenge. Be upbeat, friendly and professional. Growing sales requires a commitment to playing the long game not wanting an instant hit. Skilled sales people know that your sale might come from the 7th contact you make, rarely the first. So make telemarketing part of your sales toolkit and not a one hit wonder. It’s the drip drip that brings in the sales not the first shot at it.
And finally if you want to be successful at growing sales then ask closing questions and ask for the order. Maybe something like this: “If we rang 500 of your potential customers would many be interested in what you do?” [obviously Yes] “so, shall we get that underway for you?” …
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