Telemarketing

Don’t you just hate picking up the phone and hearing: “Hi (mispronounced name) this is Ira calling from (fill in the blank company). HOW ARE YOU?” I know immediately that this is a sales call. I know that Ira really doesn’t care for the condition of health. My day has been interruped and I can’t wait to hang up.

I used to dread making telemarketing calls almost as much as I dreaded getting them.

Yet telemarketing is still one of the most effective tools for acquiring new prospects when used correctly.

Here are some of the things that I have learned for effective business to business cold calling:

1. Be respectful of the time of the prospect.

2. Make the call a conversation – not a sales call.

3. Put the prospect and me on an equal footing.

I have found a simple technique that quickly sets the stage for accomplishing all of the above within the first ten seconds of the call. The technique is simply this:

“Good morning (name). My name is Will Limkemann and I am calling to explore whether there is anything we can offer each other. Do you have a minute to talk?”

Unless the prospect is pressed for time, invariably I am invited to proceed with the conversation. If pressed for time the prospect will many times actually ask that I call him/her back. When there is no fit, the conversation will usually end in half a minute – but I do not have a sense of rejection. Otherwise the conversation may last a minute or two, ending with a decision to meet together at a mutually convenient time.

The technique has totally eliminated the fear and apprehension I previously had when contemplating cold calling.