microsoft powerpoint - liz jackson national conference 2007

The power of telesales and telemarketing

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The power of telesales and telemarketingThe power of telesales and telemarketing

Liz Jackson MBE – Great Guns MarketingMick Spain – Great Guns Marketing

• Workshop objective – to help you increase your results when you are doing your own telemarketing

The power of telesales and telemarketing

• Getting prepared

• Who are you going to call?

• What are you going to say?

• Preparing your work area

• Getting YOU ready for calling

• Staying positive and motivated

• Getting past the gate-keepers

• Measuring your success

• Rewarding yourself

Agenda

The power of telesales and telemarketing

Getting prepared for calling

• What are your USP’s?

• Who are your target prospects?

• What are the benefits of your product or service?

• Who are your competitors?

• Etc

• ‘Understanding you’ template

The power of telesales and telemarketing

Who are you going to call?

• Profile your customers by profit (20/80)

• Selecting prospect data

• Prospect data accuracy

• Rules of data usage

• Use a CRM

• Track sources of new business

• Target by company size, industry, decision maker, etc

The power of telesales and telemarketing

What are you going to say? I must meet with this

person to find out more

The power of telesales and telemarketing

Your Lift Speech

• Make it BENEFITS oriented

• Use this structure

– Introduction– Your key benefit– What you do– Questions– Presentation– Close

• www.succeedinginbusiness.com

The power of telesales and telemarketing

Your Lift Speech

• Introduction – hello, I’m Mick Spain from Great Guns Marketing

• Key benefit – we help our clients to increase their sales

• What you do – we do this by making high quality sales appointments for them

• Questions – how do you generate new business? What is your experience of telemarketing?

• Presentation – We are a telemarketing company specialising in….. Etc

• Close – I’m certain that a brief meeting with my director would be time well spent. During the meeting she can learn more about your business and your new business needs. She can then tell you how we’ve helped companies like yours to increase their sales. She can be with you on Tuesday or Thursday, which is best for youDon’t u

se it as a scrip

t!!!

The power of telesales and telemarketing

Getting rid of distractions

• Clear your diary

• Switch off your mobile

• Switch off Outlook

• No interruptions for the day

• Clear your desk of distractions

• Set up your PC and prospect database

• Get your tick sheet in place

• Get your lift speech in front of you and in your head

The power of telesales and telemarketing

Getting YOU ready for calling

• Sit up straight

• Speak with passion

• Quickly build empathy

• Quickly build a conversation

• Use your lift speech

• You have 2 ears and one mouth; use them in that ratio!

The power of telesales and telemarketing

Nobody likes talking to a misery guts!

SMILE WHEN YOU DIAL!SMILE WHEN YOU DIAL!

The power of telesales and telemarketing

Staying positive and motivated

If you think you can, or you think If you think you can, or you think you canyou can’’t, yout, you’’re rightre right

Henry FordHenry Ford

The power of telesales and telemarketing

Aim high, achieve high

The power of telesales and telemarketing

Embrace failure

• Embrace it

• Love it

• Listen to it

• Make it a friend

• Learn from it

• Treat is as a real asset

• Kiss lots of frogs

The power of telesales and telemarketing

Love the fear

The power of telesales and telemarketing

Getting past the Gate-keepers

• Treat them with respect and politeness, no matter how frustrating

• Make friends with them and flatter them

• Try calling when they’re not there – before 09:00, after 17:00, lunchtime, etc

• Don’t try to ‘push’ past them

• Ask them for their help and advice

The power of telesales and telemarketing

Measuring your success

• Expect to make:-

– 80 – 100 calls per day

– 15 – 25 decision maker conversations

– 1 – 5 appointments

– 1 – 10 requests for further information

– 10 – 15 call backs at an agreed time

The power of telesales and telemarketing

Rewarding yourself

• Reward yourself

• Reward others

• Celebrate success

The power of telesales and telemarketing

Rewarding yourself

Employee of Employee of the Monththe Month

www.everywoman.co.uk }

Thank YouPresented by:

Liz Jackson MBE

Great Guns Marketing

Everywoman Ltd ■ Tel: 0870 746 1800