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Seven Ways to Improve Your Telemarketing Success (Page 2)

Date Posted: 2005-10-05

4. See your telemarketing calls as a game - in which the objective is to "win" by getting the prospect to either agree to receive your marketing piece or to see you face to face. View the call as an opportunity to improve the prospect's circumstances by informing them about your goods or services. Make the call as if you had no fear or doubt and were simply calling someone up to give or get information.

5. Never waste a telemarketing call. If the prospect is not there, use the opportunity of talking with her screener to find out more about her and the company. If she is not interested in your proposition, find out something else about her operation so that you can refer other members of your network who might be of assistance.

6. Always remember to ask for referrals - regardless of the outcome of a telemarketing call. Always ask, "Who do you know..." and fill in with a comment appropriate to your prospect's business.

7. Profile your best prospects and acquire a telemarketing list matching those exact attributes. This is an easy way to improve your "hit ratio" as opposed to calling at random or using the phone book.

--By Mark Sanford, PhD
Mark Sanford of Sanford Associates, is a business development coach and trainer with 30+ years of business experience.More free articles and training materials on cold calling are available at http://www.coldcalling.com. Mark can also be reached at 925.253.0646.


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