Successful telemarketing is a feat, especially when you’re avoiding the pushy salesperson stereotype. Trying to close a sale on the phone is tricky. Just when you feel like you’re reaching to an agreement with your potential client, he or she may utter a surprise. “Oh, I have to check with M… to make a final decision.” This surprise consultation with other decision makers can prolong your wait for weeks or even months.
How is Successful Telemarketing Done?
There are, however, successful telemarketing strategies that would immediately get you into contact with the final decision makers and close your sales contract.
1. Keep the hierarchy of organizations in mind.
Signing in on a sales contract is not something organizations go into unprepared. Say a person is in charge of handling, for example, telemarketing offers. They will still need to consult with others in their organization before agreeing to anything. This isn’t a slight to you as a telemarketer. It’s just how organizations work, and no one wants to take a fall through failed communications. Overall, the larger the organization, the more people you have to pass through before getting to the ultimate decision makers. Given that insight, don’t take it to heart when another party joins in on a conversation that once involved only you and your contact. It’s best to follow the other successful telemarketing strategies outlined below.
2. Check if your contact has enough clout to sign your contract without involving other people.
Some contacts deliberately tell you that they have the power to make decisions by themselves. This may not be the case all the time. Contacts often do this to keep you from passing the information over their heads. To check whether your contact is really the only one needed to sign off on your contract, ask him or her a simple question. Are they the only one needed to sign the contract? If they had been bluffing the whole time, expect them to open up about the involvement of others in the decision process. You can base your next plan of attack from this new piece of information.
3. Keep your cool once you find out that there are other decision makers involved.
It’s easy to panic once you find out that you may now have to deal with several contacts. Keep calm. Take a hold of the situation, and regain some footing by suggesting to your contact, if it’s possible to get the others informed about your proposal.
4. Suggest conference calls to bridge the decision makers.
Successful telemarketing is all about creativity and flexibility. Rehashing a sales proposal to several people through a phone can be inefficient, if executed the wrong way. To keep things rolling, suggest the idea of a conference call to your current contact. Emphasize that all you want to do is to keep the other people involved in the decision making process informed. To put the contact at ease, let him or her set up the schedule for the conference call. Also, talk about the agenda of the call, so your contact knows that you will just inform the others and avoid putting sales pressure. Once the conference call is set and ongoing, stick to the agenda you agreed upon with your current contract.
5. Check up on the proposal’s progress.
Following up your sales proposal can still cost you the contract, if you’re not careful with your language. A successful telemarketing technique is to avoid calling up and saying the words “I’m just calling to follow up.” Saying this puts pressure on the contact to come up with an answer, which he or she may not have yet. Ask instead if there are questions from any of the decision makers about parts of the proposal. Doing this will help you gauge how your proposal is doing and put the thought of sales pressure far away from the contact’s mind.