So we all hate having to make telephone appointments, it's a pretty thankless task at the best of times, but if you learn your craft well, at least you will be out there getting appointments and production things happen. Just remember, if you sell a product worth say 5000 pounds, and it takes you 100 rejections to get that sale, then each of those rejections is worth £50.00. If you were paid £50.00 just for getting a No each time, you'd be on that phone day and night wouldn't you?
These tips are just a few of the many hundreds I could write from my 17 years taste of cold calling and appointment making. Nothing happens without a sale.
Telephone
The tips.
1. Be authentically clear why you are production the call, found in improve what it is you want to happen, buildings the questions nearby that outcome, remember - sell the appointment, not the product!
2. Basic politeness, not false, if you enjoy people, it shows, try to enjoy yourself, you are a master in one of life's most noble professions. Be courteous, no matter what's going on at the other end, you are the professional, prove it.
3. Keep good records! So many telephone marketers lose the plot because they just can't remember where they are up to with their list, I have done this myself, re-calling a client I only just spoke to with the same sales pitch! It's worth rescue yourself this embarrassment just for the sake of paying concentration and production a few notes in a system, not just a pad you might lose.
4. If you call an self-operating system, press zero, it is commonly a default for reception, if that doesn't work and you are forced to listen to the whole menu of options, make a note of the selection amount for the next call so you will save time.
5. Tape the phone to your hand! Well that's just metaphorically speaking. The point is, just start phoning and keep at it, just promise you will do a chunk of an hour to start, no matter what, it is so easy to do whatever but make the calls you know matter.
6. Always address your prospects by their title, i.e. Mr Jones, using first names on a cold call can appear to be over-familiar, I have been caught out a concentrate of times and learned very early its title first, until rapport is built between you.
7. Listen, Listen, Listen! So many sales citizen miss this one, on the phone doing their script and not listening considered to the response. Missing vital info and buying signals. Try repeating each word your anticipation is saying in your head very shortly after they have said it. It is a good discipline to make sure you are using your ears and mouth in the right order.
8. Stay off the radar. Plainly getting more chances to be put straight through to a anticipation by not alerting the gatekeeper to who you are. If the anticipation is not there, just quickly say you'll call later thanks, and off you go. I wouldn't commonly leave a message until at least a good amount of attempts to get through.
9. Be persistent. Try varying your call patterns, call later, call early, call on a Friday afternoon, don't buy in to the myth that there are times of the day not worth calling, production appointments is like fishing. I have often abandoned a fishing location, only to see other angler come in exactly the same place and get a full net! Technique and trust are what matters.
10. Get it out quickly. Prospects hate a drawling delivery, say it quick and keep it sharp, not too quick, but just at a good pace, get to the point early, ask for what you want.
11. When speaking avoid filler words like er, erm, y'know, they are diluting your delivery and make you sound clumsy. Just be aware of what you are saying and 'kill the fill' You will get more appointments.
12. If not now when? Both if your anticipation is not available, or if your anticipation has said there is a opportunity of an appointment, just not yet. Why is now not a good time? When will be better? Can we pencil that in the diary?
13. Have your diary at the ready, with a good idea of how many appointments you are going to make. If your diary is not even open in your drawer, you are just programming yourself to believe you aren't going to make any meetings. Have a determined anticipation of the appointments, how many, and when you are going to program them.
14. As Henry Ford Said: "Whether you think you can, or think you can't, you're right whether way." Think positive, take rejection and learn - It's not personal, enjoy it, it's made you stronger! found a formidable thinking attitude, read motivational books.
15. When you close on an appointment, confirm the details carefully, get the date right, confirm by email, offer that if the anticipation wishes to make any changes, they can feel free to. It will demonstrate you are a professional, and not make the anticipation feel trapped and closed on.
15 Tips to production More Telephone Appointments, More Often
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