Risso
Newbie
Posts:9
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| 13-03-2008 12:31 PM |
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Does this work?
I have just started an IT Services business and it was suggested to me that tele-marketing may be a low cost option.
I hate it when I get someone cold calling me trying to sell me something and am much more likely to buy something from direct mailing.
Any tips on tele-marketing? How do I get to speak to the person I need to ie the decision maker? What approach do I take with them? |
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emailmonkey
Newbie
Posts:11
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| 14-03-2008 7:39 AM |
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| I'd have thought that most decision makers would tell you where to go if you phoned them with an unsolicited sales pitch, I would |
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Risso
Newbie
Posts:9
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| 17-03-2008 9:39 AM |
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That was my reaction.
I would much rather speak to someone who is expecting my call or I know would be responsive to me. |
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Mac
Newbie
Posts:12
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| 18-03-2008 7:52 AM |
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If you go through a good telemarketing company, they should have a list of actual contacts - ie decision-makers - plus be able to target the lead generation according to your preferred client profile, and then offer you a cost per lead figure after some testing.
If you're doing it yourself, I'd take pointers from what I've just said, in order to help prequalify your calls a bit more easily. |
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Mystic Raven
Newbie
Posts:13
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| 19-03-2008 10:01 AM |
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Ok
do you have the following working and tested
1: USP's
2: Comfort factor statements
3: Target market user profile (TMUP)
4: Elevator pitch?
5: A prospect profile?
If yes telesales can work. If not you have a smaller chance of sucsess
Gail |
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Legion
Newbie
Posts:11
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| 20-03-2008 10:42 AM |
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Hi Risso,
My company offers a risk free solution to Telemarketing. We contact businesses of behalf of your company and generate a level of interest in the services you provide to establish a business appointment that meets your criteria. The way in which we charge is our "USP" - we charge per appointment and you only pay for an appointment that meets the said criteria. If this service sounds of interest feel free to contact me . |
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Mystic Raven
Newbie
Posts:13
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| 21-03-2008 10:36 AM |
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I am actually a telemarketer by trade and I can tell you that if you have a good script and a good objective of what you want to obtain from the decision maker then you should not encounter much resistance.
All DM's will do one of 4 things:
1. Instruct receptionists (AKA Gatekeepers) to let no unsolicitated call go through to them - only give email contact or transfer to voicemail.
2. Take the call but instantly tell you before you tell them what the call is regarding that they are "Not interested". A good objection handle would be, "what is it your not interested in?" In turn this will open the flood gates to speak to DM on most occasions.
3. Take the call and give you an ear full or say not taking the call.
4. Actually listen to you like any good decision maker would to ensure that whether what the marketer is saying is relavent to the business.
With each call you need to be consistant and methodical in asking the same questions to each prospect to get the desired information or response. No good calling up and winging it because the call control goes out the window. You need to know what your talking about and ensure that you are confident or your team is confident to rise to any objection.
Remember, Knowledge is power thus creating your opportunities = fantastic solid leads.
The last thing I can advise is to look at your gatekeeper. They are actually every telemarketers worse case scenario. They are tough, ruthless, and half of them will stop you like your hitting a brickwall at 30 mph. Most common objection would be that the DM would not take this kind of call or not interested. Like the DM you ask them why? They will try to come up with an answer and usually this stuns a gatekeeper temporarily. This is your chink in the armour to throw them of balance by asking all DM level information to them to see how they cope at giving out information. Gatekeeper will usually say "I do not know". You then say "So you would not be responsible in the decion making process for...[Product]?" They will say No 90% of the time and then you say "Well would I be able to have a few minutes of [DM NAME] time to ask them these questions?" About 80% of the time your in to the DM.
Remember, Gatekeepers and DM's are not saying "No!" to you, they are saying "No!" to what your selling and to what business oyu represent.
I hope this helps but email or post if you need anymore help.
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Risso
Newbie
Posts:9
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| 24-03-2008 7:26 AM |
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I always thought Tele Marketing was basically cold calling! In my experience, it causes much angst.
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emailmonkey
Newbie
Posts:11
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| 27-06-2008 10:04 AM |
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Usually telemarketers don't even know my name, so if they ask for a dept, or the manager of a certain dept, I just say "Thank you, good bye" and put the phone down.
Where I sign up for services I know will resell my details (such as Thomson directory) I put a false name as the head of the business, ie, Bob Turner. Anyone asks for Bob Turner, same response. 
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