Telemarketing is a great way to find new clients for your business. You can essentially handpick the people or companies that you want to work with, ones that share similar values and goals.
Unfortunately though, telemarketing is often frowned upon, with telemarketers being seen as aggressive and pushy, often lying to deceive you into taking the call.
So how do you telemarket with integrity? Here we share our tips:
When telemarketing, it’s natural that our first instinct is to put on our posh voice, use fancy words or even revert to using a prewritten script. Don’t do those things! Be natural. People buy from people. Strike up a conversation and use normal language.
The chances are, when you call, you will be greeted by a gatekeeper – a receptionist or member of the team that has been instructed by management that they don’t want to take marketing calls. Respect that. Be honest and explain the reason for the call.
‘I’m Not Allowed To Give Out Their Details..’
It’s likely that a good majority of your calls will receive this response. That’s fine, ask them if there is a way you can send over more information so they can consider it and contact you at a time that’s convenient for them. If they don’t have an email address they can share, ask them if it’s ok to use an alternative option such as the contact form on the website or by post.
Modern telemarketers have resorted to underhand tactics to get through to the decision makers. From ‘I’m following up on the meeting I had with Mr Decision-Maker’ to ‘They asked me for a quote but they forgot to include their telephone number’, and everything in between – we’ve heard it all! Lying to confuse the gatekeeper isn’t cool, and the chances are, when you get to the decision maker, they won’t be happy that you’re wasting their time.
Make Me An Offer I Can’t Refuse
If you’re choosing a specific company to market to, you should have all the tools you need to find out more about them and decide exactly how you can help them. Check out their website, find out what they do and how they do it. Who are they? What do they believe in? Where is the crossover between your business and theirs? Now you’re armed with the facts, you can confidently approach them and tell them what you can do for them and how you can do it better than your competitors.
If you get their interest, don’t forget to listen to what they’re saying. Ask them open and closed questions to get a better understanding of their business needs and pay attention to the answers. Giving someone your undivided attention makes them feel special, meaning they’re more likely to remember you.
Take No For An Answer
Sometimes, no matter how much you try, you’re not going to get anywhere with the call. Accept the answer and move on. You can always pop some information in the post as a follow up just in case they are interested at a later date. Don’t forget to keep detailed notes for each call so you’re not contacting people that have already said no.