The best way to Organise a day of Telephone Marketing
July 23rd, 2010 by admin
Selling over the telephone can be one of the most lucrative ways of earning a living. If you want some tips on how to organise your day then read this whole article.I have been involved in business to business and consumer selling for many years. During that time I even headed up teams of commission hungry sales professionals eager to close the next deal. A great way of looking for new prospective customers or developing existing ones is to use the telephone. A key benefit being that you can cover a lot of ground quickly speaking to many people in a working day.Now when I talk about telephone selling I am not referring to modern call centres that spoon feed poorly qualified operators with scripts and technology. In my opinion the majority of these are nothing more than sweatshops that give the great art of sales a very bad name. No in fact I am talking too sales professionals who know their clients, products and of course how to sell.The tools you will need are as follows,1) PC connected to the internet along with email facilities2) Qualified prospect list - By qualified I mean a list of people who are planning organising i.e. if your selling saucepans you need to speak to kitchen owners3) A dairy for recording follow ups and appointments4) A telephone - obvious I know but I thought I should list it anywayOkay so assuming you have all these tools in place let’s get organised. The first thing you need to do is to set yourself a daily target. This could be the number of calls, sales or appointments. On a contract I am currently looking after for a client I set myself a daily goal of 30 calls for example.The next step is to decide on your key objective is it to make a sale, an appointment or if you are selling an ongoing service it may be to generate enquiries. Once you know this you should write a short loose script that takes you towards that objective.Begin to make your calls at an appropriate time. For example when calling businesses I begin my call making after 9.30am as this allows people time to settle into work. Using your list of qualified prospect begin to call making notes against each contact of the outcome. This may be a sale or more often the need to ring back as the person was not available. Managing ring backs is a key ingredient to success with telephone selling, if you ring to often and too soon you come across as being a nuisance. I normally write details of each ring back in my diary for two days after the initial call.Make your that you take regular breaks, I normally do 5 calls and then may look at my emails or stretch my legs. Another tip is to stand up when making your calls as this makes you sound far more energetic and positive, try it and you will see.There you have it my short sweet blue-print for organising your telephone selling activity.