Posts Tagged ‘appointments’

Top Ten Tips To Starting To Telephone Cold Call – Part One

Top Ten Tips To Starting To Telephone Cold Call – Part One

I’ve been making appointments via the phone for over 25 years…here’s some quick tips to help you get started.

1.       Be prepared! Sounds obvious, but make sure you have lots of paper and a pen cos you are going to need to make some notes.

2.       Who do you need to speak to? The Director? The HR Manager? The Facilities Manager? Higher up the food chain so to speak, the better results you will get. Make sure before you pick the phone up you know what decision maker you need to be asking for.

3.       What’s the aim of your call? Be sure before you pick up the phone. Is it to fact find? Get a name? Make an appointment?

4.       Receptionists are not Gatekeepers, dragons or destined to make your life hell. They are merely doing their job and acting as their employers have asked them to.  Bodes well to remember that because the quicker you make friends with the receptionists the quicker you will get through to the decision maker.

5.       Best opening line ever coming up…wait for it…” Hello, I wonder if you can help me please?”.

TELESALES IS DEAD – LONG LIVE APPOINTMENT MAKING!

The definition of telesales is…

a)      is a method of direct marketing in which a salesperson solicits to prospective customers to buy products or services via the telephone (Wikipedia);  or

b)      Taking 20 minutes to talk someone to death extolling the virtues of  the features and benefits of a product or service via the telephone or c) a soul destroying occupation that went out with shoulder pads and red lipstick…er that’s the first time round e.g. the 80’s for you fashionistas out there.  Methinks it’s all of the above actually.

In today’s online, world wide open market place, apparently anyone can electronically sell their wares via a website or a cleverly thought out email campaign.   But here is the bottom line folks – people buy from people. 

The human element is key – the building of a rapport with your prospect customers is best achieved face to face.  The further development of that relationship and therefore the development of the business you can do with that client is also best done in person.

Eyeballing your customer is where it’s at.  That’s where the appointment making bit comes in. 

I’ve always been great at selling via the phone.  Actually, that is a big fat lie.

To be good at telesales, you are supposed to sell features and benefits.  People described as good telesales people are the ones who talk people into products and services over the phone.  I’ve never done that.   My real talent lies in selling face to face.  To do that you need an appointment…and that’s where the real problem lies.