Hi,
Probably had similar threads before, if so i apologise. I am at the stage where i need to be spending most of my days telemarketing or cold calling for new business instead of relying on existing. I have found the data that i have been looking for but cannot bring myself to lift the phone, not alone there i am sure!
Nerves, fear of rejection, lack of confidence the main issues i expect. I would love to learn to enjoy this art and basically have a laugh at the same time as making nice profits. Has anyone overcome similar fears and if so how? How do i build myself up mentally to proceed and relax (without drink or drugs). I have considered everything from seminars, online courses and even hynotherapy believe it or not, although haven't as yet tried any of these. I simply need to shift my mindset to rid myself of these fears and be confident in calls. Employing a telemarketing agency is a non starter due to the costs involved.
Any practical help or advice would be greatly appreciated as a good confident telemarketer who runs their own business will run a profitable business.
Thanks!
RE: Is it possible to enjoy telemarketing/cold calling?
AlivewithTechnology | 31/10/2006 08:19 AM
I am in exactly the same situation, I really need to start cold-calling but it's not something I enjoy.
I always seem to think that if someone wanted what I was selling they'd be out looking for it.
I hate cold calling myself, so I expect other to be the same.
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RE: Is it possible to enjoy telemarketing/cold calling?
cycustance | 31/10/2006 08:25 AM
Hi Choice47,
I am a freelance telemarketer who has been in the industry for 15 years and appreciate the fear that people can have to venture into this type of business and believe me it's not for the faint hearted,
The best way for you to move forward is to design a script that not only introduces you to the prospective client and the services you provide but asks many questions about the company they run, If there's anything I've learned from telemarketing it's that people love to tell you about them and there company,
The key to using a good telephone script is to not sound like your reading from one, I'm sure you've heard the window companies calling and saying "Good afternoon Sir im calling from (Bodgit and Scarper) Don't worry I'm not calling to sell you anything today",
There are many different ways of approaching potential clients and offering your services if you would like to give me a call I can give you a few pointers from my experience in this sector,
Oh yes and one other thing is that however dawnting you think this is once you've cracked it you really do enjoy it.
Kindest regards
------------------------
Cy J Custance
CJC Sales And Marketing
Bespoke Telemarketing Solutions!
Mobile: 07932009171
Email: cycustance@cjcsalesandmarketing.co.uk
Web: www.cjcsalesandmarketing.co.uk
Web: www.salesandmarketingforums.co.uk
RE: RE: Is it possible to enjoy telemarketing/cold calling?
textstart | 31/10/2006 08:53 AM
Although not a telemarketer, I've been involved in B2B direct sales for the best part of ten years. My advice would be to simplify everything so that your script doesn't sound like a script - rather a conversation. We do a lot of script rewrites for 'non-telemarketers' and it's always about the same thing, getting their own voice across. The biggest advantage you have over a call centre is that your script can be specific to just you.
In terms of what you actually say, you can break all sales down into:
Be liked
Ask questions
Close
I'd also advise 'pre-empting' as many of the objections that you know you'll get. ie. if the person is unlikely to have heard of you - tell them. "Hi, I'm X from X, I'm guessing you've probably never heard of us ..." If you can do that successfully with a lot of the potential objections it's easier to 'win' people over to your side.
Last point, just do it. Lift the phone and get started, once you're going its not as bad as you might think. And, if all else fails, we offer script writing, training and coaching to a lot of clients who do their own calls.
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Mark Nagurski - mark@freeformmedia.co.uk
FreeForm Media
Marketing Help for Small Business Budgets
RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 31/10/2006 09:13 AM
Hi,
Thanks for your prompt responses. Mark, you kindly ran up a loose script for me a few weeks ago. One of my wife's friends has been working one day per week based upon that and on average has converted 1 in 10 people she has actually spoken to. You are obviously good at what you do!
The other 4 days per week i should be doing exactly the same thing but to be honest it is just nerves holding me back in some way. I know i have to overcome this and believe that successful sales calls bring confidence. Who knows i might even then start to enjoy it.
RE: Is it possible to enjoy telemarketing/cold calling?
textstart | 31/10/2006 09:40 AM
Hi J, sorry didn't pick up on the user name.
1:10 isn't a bad start really, but I'd guess once you get into it yourself you might find your experience in the market turns that into 2-3:10 prettty quickly. I'd still be happy to have a bit of a bash if you like, if nothing else I might be able to refine things a little bit more. Or, if you'd like, I could run a bit of a coaching sess with yourself to help get you going.
You've got my email address, let me know.
------------------------
Mark Nagurski - mark@freeformmedia.co.uk
FreeForm Media
Marketing Help for Small Business Budgets
RE: Is it possible to enjoy telemarketing/cold calling?
Sherbert | 31/10/2006 09:47 AM
Ask open ended questions ie questions that can't be answer yes or no to. Establish a problem that the client is facing or a need that needs fulfillng and then present your service or product as the solution.
The mind set you need is that you are not selling but offering solutions to problems. If they don't have the need for your services or products move on.
If you get a lead that comes to you then call them until they buy or die or ask you to stop.
Good luck! It's a numbers game the more you call the success you will ahve and the better you will become.
RE: RE: Is it possible to enjoy telemarketing/cold calling?
cycustance | 31/10/2006 09:59 AM
Hi Sherbet,
When I started to read your thread I was in agreement with the comments you made but "Buy or Die",
The days of the cut throat telesales approach are long gone , People are proffessional buyers and deserve a certain level of integrity,
It's far from a numbers game its all about call quality not call quantity If you rush a call you miss out on a opportunity,
Well this is what my experience tells me.
------------------------
Cy J Custance
CJC Sales And Marketing
Bespoke Telemarketing Solutions!
Mobile: 07932009171
Email: cycustance@cjcsalesandmarketing.co.uk
Web: www.cjcsalesandmarketing.co.uk
Web: www.salesandmarketingforums.co.uk
RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 31/10/2006 10:08 AM
I agree with the ask open ended questions point.
I would also agree that it is about call quality and not quantity although it would be ideal to make more quantity of quality calls if you know what i mean.
I am not a telemarketer as to the reason of my post but i would guess that in all aspects of sales the first step is to gain trust and a rappore and then the sale will follow.
RE: RE: Is it possible to enjoy telemarketing/cold calling?
danyboy | 31/10/2006 10:28 AM
Hi Choice47,
Let me have my say, sorry to be Late and sorry to be Lengthy....
I'm sure lot of people come out with different views, so you can understand onething from this, "Telemarketing is not a Perfect Science",
its not difficult and its not easy ao what is it???
Remember one thing however hard you train yourself to get to the phones and pitch to someone whom you don't know what works for you may not work for me and its the other way round as well. Be yourself, Gain Confidence, Be polite, Be Crisp, Straight to the point as the person on the other side may not have the time to listen to you, send information once they request for and get the time from them to follow up and when you get back refresh their memories....
Think for yourself why GOD has given 2 Ears and One Mouth, so Listen carefully and talk less, get them to talk, can you do that, if yes you will succeed.
Remember one thing " Every person you approach is already someone else's customer", So don't hide the fact by opening a call and telling Hi Mr.X i'm Calling you from XYZ company, let me assure you i'm not trying to sell anything, if you are not selling anything why are you wasting your time and money calling some one, so you are selling and people knows you are selling either in the short run or in the long run you are looking to sell, in B2B telemarketing we put it like this Hi, Mr.X, not spoken to you in the past can i keep myself brief, if he acknowledges he will listen to you. Rather that telling you are selling something tell him you are looking to do business with him.
Don't Over Promise and underperform try it the other way and believe in it and you'll get more business. Try to handle objections in a professional way, do not go by the age old saying i understan how you feel, the fact is you don't....
Ask a lot of questions and get them talking, ask a lot of questions as Cy J Custance said in his reply that you need to ask them about their company and they will be glad to talk about themselves and beleive me everyone will be happy to talk about them selves we call this the " I, Me, Myself" Attitude. There is lot more to face....
Now all this is when you face the Decision maker or the Main Contact, you need to get more confidence to over come another type of people in cold calling they are the "Gate Keepers", the PA's and other people in the business....
You need to keep one thing in mind you are not the only one calling in on a daily basis they get number of calls and they are frustrated and they need to be given the due respect and we need to feel for them as well, if your job is to call and sell don't presume their job is to acknowledge and buy...
We need emphathise for the people whom we call. Success is not only when you sell on one call, but its how you build a rapport and it turn out to be a sale after following up number of times. I've had long term leads which i followed up for one year and then converted it. And the type of service, i offer cost 15,000 pounds for 1 hour in the UK, and 25,000 dollars in the US for 1 hour, and can be used only by certain group of comapnies. Need more ideas let me know always ready to help.
drop me a line at danielusah@yahoo.com
All the best - And Keep Learning and you are bound to improve.......
As only Fools beleive that he makes no Mistakes"
Cheers
Daniel
RE: Is it possible to enjoy telemarketing/cold calling?
BrettUK | 31/10/2006 12:15 PM
Choise,
I have a lot of experience in this area. When I first started my business is was all based around telephone sales/cold calling and a vast majority of it still is. The thing to remember is be persistent. (In making the calls not in forcing customers) I will give you a quick run down on how if did it and you can try it your way. Please remember because something worked for one person may not work for you as your product is different as well as your potential client base.
First Call
we started with a relaxed call to the potential client introducing ourselves and finding out who deals with XYZ, from this you should be able to get a sense if they are interested or not. Before you end the call just ask them if it’s ok to fax/email/post info to them. ask them if its ok to make a follow up call in a week or so after they have had time to read the information.
Follow Up Call
on the second call ask to speak to the person you sent the info to. If they ask who is calling just say your full name, don’t mention your company 
sometimes they will just put you through other times they will ask. 9/10 if you give your company name they will ask if the person knows what its regarding then you have a lengthy battle trying to explain to the receptionist (who think they run the company) what the call is all about. If this is the case tell them where you are from but explain you are just following up on a call you made last week along with some information you sent them.
Beyond that you will have to wing it
If you sound confident when making the calls people will react to your confidence, if you sound frightened its unlikely you will get to speak to who you need.
Some days I have made 20/30 calls and got knocked back form everyone and after a while you become a little thick skinned. Just keep at it, when you do get the first client from cold calling then you will get the buzz and want to continue.
Form the projections I have been show on every 100 calls you make you should get about 1 or 2 clients. If this is not the case stop and look at what you maybe doing wrong, if anything. If not it may be that cold calling is not right for your product (but don’t use this as a cop out excuse after make one call and getting a nock back)
If i can help in any other way let me know
Good Luck
Brett
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RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 31/10/2006 12:26 PM
Thanks Daniel and Brett.
My target audience is purely consumer in this instance so at least there isn't a gatekeeper to deal with. It is also something that can be closed on the initial call or possibly be sending an email with a follow up call, the beauty of email!
I know for a fact that if i made 50 calls per day i could expect to close 3 or 4 deals which is more than enough for me. Sounds easy doesn't it but practice will make perfect i presume.
Mark, thanks for your reply, will be in touch soon!
Cheers
John
RE: Is it possible to enjoy telemarketing/cold calling?
danyboy | 31/10/2006 12:45 PM
Hey Choice47,
Its B2C, then its lot easier, when you send information first like an email or flyers for them to go through and you are following up on the same and it will be a good opening. Recently i did a campaign for the B2C talking to customers about getting their wheely bins cleaned and it was so easy coz the Bin Cleaning company already sent information that we will be calling them and try to book them for the cleaning services...
Try it B2C more of friendly talk than professional talk but you product and customer service should be up to the mark.
Cheers
Daniel
RE: Is it possible to enjoy telemarketing/cold calling?
Sherbert | 31/10/2006 02:15 PM
Hi all, I took a bit of stick for my comment on it being a numbers game but I stand by it; the more people you call the more business you'll get. Of course they have to be professional calls but if you get the phone slammed down on you just think to yourself that you are one call nearer to getting a sale.
RE: Is it possible to enjoy telemarketing/cold calling?
danyboy | 31/10/2006 02:49 PM
Hi Sherb,
If any one slams the phone on me, immediately the entire company will know that some one has slammed the phone on Dany, you know y, I Burst out Laughing and feel sad for the frustrated guy that he has lost the oppurtunity to get a good deal from me and feel sad for him that some body has screwed up his day, and he shows it on me.
You won't beleive Sherb i used to call them back another day and if i find them in a good mood i'll remind him of the other call when slammed the phone on me and sometimes they appologise and get start talking, some times they slam the phone again and i'll burst out laughing because some body screwed his entire life..... Not trying to be rude on them but this is how some of us console ourselves and carry on.... Good Money, Sad Job, Got to love it....
Cheers
Daniel
RE: Is it possible to enjoy telemarketing/cold calling?
danyboy | 01/11/2006 12:32 PM
Hi Choice47,
You said you are going to do B2C telemarketing for a start up business, keeping your cost low is important can you tell me which areas you are targetting and will give you data for as low 3p per record, that's if i have good records in the area you are asking. Let me know....
Daniel
RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 01/11/2006 01:37 PM
Hi Daniel,
I already have access to the perfect data which is relevent to my market.
Thanks anyway
John
RE: RE: Is it possible to enjoy telemarketing/cold calling?
PatriciaM | 01/11/2006 05:31 PM
Hi
It has made very,very interesting reading re: Cold Calling as that is what I feel I need to do for my business as I am based at home.
It is strange ..............when it I was younger or if I would be doing it for someone else it wouldn't bother me..........however the thought of telephoning a complete stranger I find daunting but I know it has to be done!
Are there different techniques for different products..........mines a letting agency or is it in principal the same for all businesses?
RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 03/11/2006 12:23 PM
I've just been reading quite a few articles on Cold Calling. A sensible and motivational action is to keep full records of daily activities including amount of attempted calls. Also as my market is a direct sell i can record profits made from those calls, fingers crossed! So if thirty attempted calls produced £150 profit, (about 2 deals) that is £5 i have made for everytime i lift the phone. Just got to get on with that now!
John
RE: RE: Is it possible to enjoy telemarketing/cold calling?
BrettUK | 03/11/2006 03:30 PM
Choice47
Don't over complicate this. when I started my telemarketing all I made a note of was the persons name, Date I called and some general comments on how the call went...E.g. customer not happy. said I would never work in this business again then slammed the phone down) that was taken from one of my many funny calls.
Also try and not to build this up...just get on and do it now otherwise it will make it harder, I know you are nervous but bite the bullet and do it... I want to know how the first call goes so post on Monday
Good Luck.
Brett
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RE: RE: Is it possible to enjoy telemarketing/cold calling?
Choice47 | 03/11/2006 03:40 PM
Brett,
I know i am making this a big issue. Monday is the day of action, will let you know.
Cheers!
John
RE: RE: Is it possible to enjoy telemarketing/cold calling?
BrettUK | 03/11/2006 03:48 PM
Its not that you are making a big deal about it, it is a big deal, you need to get this right. I don't want you to build yourself up then when you making the first call and it does not go as you expected or wanted, it will knock your confidence.
The only other help I can offer you is if it does go wrong find out why before you move on to the next call. Was it your pitch or was it just that the customer was not interested. (Don’t over analyse, normally the first instinct is the right one)
I look forward to your post on Monday
Good Luck
Brett
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