Here are some ways to make your telemarketing effort easier and more fruitful:
You have just a few seconds to make a good initial impression on the phone. Your careful preparation for the call can increase your chances of having a conversation with a potential customer.
Always be courteous and professional. Remember, you are representing your business and even if you don't make a sale, you want to leave a positive impression.
Be sincere at all times. People will sense insincerity in your voice.
Keep your work area organized. It help you respond appropriately when questions come up.
Dress in a sales professional manner even if your prospects will never see you. Your attire makes a difference in your attitude on the telephone.
Keep a mirror handy so you can check to see if you're smiling during calls.
Don't practice on prospects. Roleplay with someone if you need to, or just talk out loud in an imaginary conversation to develop your skills.
Record you progress on a daily basis. Meeting annual goals requires setting and meeting daily goals.
Keep records of the contacts you make for future reference. Note dates for follow-up.
Keep track of your success rate in getting through to the decision maker or closing a sale. This will help you identify and correct any weaknesses in your strategy or approach.
Use your prime selling time - the hours your prospects are most easily reached by phone and are the most receptive - for selling activities only. Conduct homework, research, planning or other administrative activities at other times.
Use past experiences to help you prepare for and react to current situations. Keep a log of why people don't buy and brainstorm all the different ways you might handle this in the future so you will be prepared the next time it pops up.
Develop a script for the call to keep you on track, but don't read directly from it. Write the script the way you talk. Then, when you vary from the script, your words and phrases will flow along similar lines.
Use introductory or follow-up letters, product flyers or other marketing materials to reinforce your call.
Use cellular phones, fax machines, hands-free headsets, and email to support your telemarketing effort. For example, part of your selling process may be to offer prospects a product information sheet by fax or email.
End calls quickly, but politely, when it becomes evident that a prospect is either not qualified for your product or the prospect is not going to buy.
