Telesales Blog
How to Get Money Right Now!
I was listening to a teleseminar with Jack Canfield and Steve Harrison about how to get your book pubished and as always Jack is a real inspiration and joy to listen to about how he got his “Chicken Book for the Soul” series of books published. One of the really interesting points which is emphasised over and over again when I hear this story is that it took 114 rejections before their first manuscript was accepted for publication. The amazing thing is that that they just kept going until they achieved success -at some level as...
read moreTo Follow-up or Not Follow-up … that is the Question
This week we have a guest blog post by Tom Bird, one of the authors of the UK’s No. 1 selling sales book “Brilliant Selling”, which considers how best to follow up with a prospect. Ever struggled with how long to leave it before you follow-up a prospect with the next call, or to move forward on a proposal you have sent to them? How many times do you follow-up a lead before giving up and moving on? Have you ever sent a proposal and then not been able to get through to the prospect to progress it? These are questions that everyone in...
read moreHow Do I Make Instant Impact With A Decision-Maker Over The Phone?
Very often when I am a guest speaker at events I am asked ”what are the magic words, or the hooks” that will instantly engage a senior decision-maker on the phone? Let’s be clear the words are important when you are “starting a conversation from cold”; which must be about them and their business not you and your product/service. How ever if there is any “magic” in this process, it is about building awareness of other person’s world. Are they ready or indeed receptive to any call at this...
read moreCold Calling By Email, Is There A Better Way?
We all know that very few of us actually like Cold calling, so email is the obvious other route to make “cold connections”. Email Marketing is a huge market so sometimes we experience a different “spray and Pray”. Recently, I have noticed this trend of getting the same emails from the same company which are often resent from different individuals. What I notice is that they are trying to reflect a natural conversational tone in what is effectively spam. e.g ”I know my colleague John was trying to contact...
read moreSharpen Your Phone Prospecting Techniques
You may be wondering what this is all about; another article that extols the virtues of telemarketing and telesales? Not really. I want to raise some potentially much deeper issues around communication and new business development. We are well aware of cold callers who will not draw breath once they have started their pitch and drag their victims protesting through their monotonous scripts. But what if these callers and the companies who employed them carried out their approach somewhat differently? This article originally appeared...
read moreHow to Use a Telephone (to Develop New Business)
How much is it working as a business tool for you? In sales and marketing, using the humble telephone to reach and sustain contact with senior management has always been a headache. But how much consideration has been given by senior management themselves to the potential of the phone to create new opportunities and develop existing ones. David Festenstein examines the communication potential of the ubiquitous phone. This article originally appeared in Spectra: The Journal of the MCA. Download How to Use a Telephone to read the...
read moreNeed to Make Your Cold Calls Warmer and More Effective?
I HAVE noticed that, time and time again, the issue of getting new work comes up in discussions amongst independent consultants. Some are lucky to get all their work from referrals, or just contracts that are simply renewed, but relying on these sources alone can make us victims of the feast and famine cycle. So, how can we maintain a regular pipeline of leads, or interest in our work, even though we often hate the thought of cold calling or drumming up new business? What may stop us doing this is not ‘feeling...
read moreHow NLP and the Phone Changed My Life
IWAS IN A RUT, stuck doing the same thing day in day out,working for a software company setting up appointments for their sales people. I was in my fifth year and the thought of doing it for another year just overwhelmed me with dread. I have a family, a wonderful supportive wife and two lovely girls, so running off to the Greek Islands was not an option. By coincidence, I saw two newspaper articles in short succession, which I related to as if they had been written especially for me. The first one was in the Financial Times, about how it is...
read morePositive Vibes from Telesales
Telesales can be a really soul-destroying activity when it is approached with a ‘spray and pray’ mentality, which often leads to poor results in revenue terms and an annoying experience for the prospective customer. People also look down on telesales as low-level type of work but, ironically, good telesales people are worth their weight in gold. They are able to make impact with board level directors within seconds to develop new client relationships and produce a regular stream of revenue that can be the bedrock of the...
read moreHow do I Improve My Calls to Appointment Ratio?
“My calls to appointment ratio is terrible, how do I improve this?” is often the cry from those starting out to “cold call” instead of “starting conversations from cold.” We live in a “busy culture” which demands that we make at least 50-60 dials a day. “Make those calls” shouts the sales manager across the room, or “how many calls have you made” is another bark! This leads to “spray and pray” behaviour which requires a high volume of calls before we realize...
read moreStop Cold Calling…
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