Six Criteria for Successful Telemarketing

There are countless do’s and don’ts to successful telemarketing. Although the goal is to sell your product and/or service, you must understand and respect that there is a process, or journey, towards that end. The reality is, it's human nature to get turned off by a sales call. That's why it's important, as a telemarketer, to put yourself in the place of the recipient. And that means you need to give them a reason to want to listen to you.

If you can’t devote the time or it is not your forte, hire or outsource to telemarketing specialists. With your help, a telemarketing specialist can contact prospects who you're looking to target. They'll learn your business inside and out, then work at reaching and influencing the decision makers who could soon be your customers.

For those of you who have the time and ambition to make your own calls, consider these six steps for successful results. It takes time and practice to incorporate your own personal style, but with consistency and persistence, you will eventually see results.  

Credibility:  Know your products and services so you can start educating your potential client on the benefits. You don’t want to waste anyone’s time if you don’t know what you are talking about. Be honest if you do not know the answer to a question, but assure the person that you will find the answer and get back to him/her.

Motivation:  Express yourself in a positive and enthusiastic fashion. Believe in your branding and you will get others to believe in it as well.

Preparation:  Begin with an attention-grabbing introduction, continue with an engaging middle, and close with a call-to-action. Be ready for objections with an array of open-ended questions that compels the recipient to respond with thoughtful consideration.

Timing: Plan on calling the Decision-Maker at a time you expect the Gate-Keeper to be absent, such as before 9am, lunchtime, or after 5 pm.

Communication:  Be a good listener, speak with a clear and professional voice, and ask for the best time to follow up. It will gain you respect and establish rapport.

Patience:  A sale is usually not made instantly. Be patient and stay consistent with using the concepts. As you continue this, you will begin to build relationships and trust that will create a climate to draw new clients to your business.