Lazy Easy TeleSales...
I'm going to make a confession.
I know this might disturb some people, but make sense to others.
I'm am a Lazy TeleSales Consultant!
Some people ask, why do I do telemarketing. All that rejection, such a boring job, a grind... It's really hard, you might not make enough money and be fired.
Surely - you're not going to do that for the rest of your life?
And it can be a grind, but is it really that bad?
You sit in a cosy office, you intrude into a moment of someone's time but in some way you might be making that person's life a little better!
The better you are at TeleSales, the more you get paid! And, with money directly proportional to your success, not necessarily hard work. If you want to work hard, and you do any telephone based sales job - it would be pay to work hard at being better, rather than just working hard!
It almost seems too good!
However, I hear too much of the time, "it's a number's game" which is bible to managers. It's based on the theory that you make the same pitch to all the people, possibly making the same mistakes but do it enough times you will make a percentage turn into sales.
If you want more sales, make more calls!
The more you do it, the better you get!
Hmmmmm. Sounds like fun! Maybe If I take up data entry; the more I do, the more money I make and I bet the numbers I work with won't try and give me fob offs!
What a tedious and grinding job, is there not a limited amount of time in the day? And what about all the information that needs sending due to requests?
What if that approach works with one person, but turns another off? If it were possible, would it not be best to use the best approach for each person and NOT something that could turn an individual off?
Fortunately, I'm here to make your life better.
I work to qualify my prospects / customers and help them make buying from me easier, by wasting less time so my telephone calls are more effective.
Example used in a telemarketing call
To give you an example. A usual "objection" given by a prospect:
"Can you send me some information?"
Is this a fob off, or a genuine request?
You don't know, but you can stay in control of the conversation, help your prospect consultatively and qualify them all at the same time.
You should ask:What would you like to know?
They may say something like: "Just some general information, that's all."
Which I would follow up with: I want to help you make the most informed decision, but I don't want to bombard you with too much information that might not be relevant to you. So, what were you looking to find out exactly?
At this point your prospect will give you more direct questions, or get defensive. If they give you direct questions, you should be able to answer them, saving you time from sending information over.
If you answer their questions and they find that it is NOT what they are looking for you can discuss alternative solutions for them OR both agree that you can't help. They'll appreciate that you didn't coerce them into buying, and respect you; you will be happy that you found that they weren't a good prospect so saved frustration and time following up on something that wouldn't have happened.
However - You just might be able to expand your conversation so they feel you are helping. As their interest grows and they ask you more, they just might give you something to quote on. Wahay! A qualified lead. And since you took the trouble to help, building trust with your prospect as it demonstrates your efficiency and that you wanted to help them make the best decision.
To truly give a rounded presentation, guide them to the website by making them type it into their browser, or click on a specific link of a product you think will be of interest to them. It means that you have control as you know they are listening to what you are saying.
It also enhances your telephone presentation with some visuals, giving them something to remember you by better!
When they are browsing through the specs / features online, this is the best time to get their thoughts directly so YOU know how interested they are.
If you had just sent information first time, you can probably imagine the all the additional time spent, first as you put together the initial email and sent it, followed up by your calls as you tried to get through again, blocked by gatekeepers ("If he was interested, he would have got back to you"), and then you risk the fact that they may have changed their mind, or gone with someone else by the time you managed to get through again!!
So, in conclusion by using effective and simple return questioning, you can make your telemarketing / telesales calls more effective and powerful, working more efficiently so you get more leads in less calls.
Isn't that Easier TeleMarketing??!
Does this make sense? Do you believe that an intelligent approach is more effective in to get more business?
If the answer is yes, please contact me now! As I think we would would enjoy working together helping to take your sales to new levels, and building relationships with new customers.. Or... Do you disagree? Do you believe that telephone or any sales job is based on numbers? Sticking to a script and just encouraging people to make more calls. That IS effective telemarketing, right?
If so, please contact me now!! I'm open to ideas and happy to learn where I could be working better. I will reply back and it may justify to you that your approach for your business IS the most effective for your telemarketing and telesales!
