How To Succeed In Telemarketing 

Rob Stepney of Calls That Count LTD gives a great short presentation on the essentials of telemarketing… applicable to both B2C and B2B telemarketing.

Too busy? Here are my notes:

Benefits of Telemarketing

• Low cost way for business owners to get new clients when making the calls themselves
• Very direct… know where you stand right away
• Easy to track roi
• Great way to develop short, medium, and long-term biz opportunities
• Develop relationships with existing customer base
• Contact a lot of people in a short period of time

Essential Prep Work

• Send email or direct mail before calling
• Be clear about your objective
• Have a system for tracking call notes
• Create the right physical environment
• Create a call plan, not a script
• Test and measure
• Enjoy yourself

Psychology

• Myth: you’ve got to be a slick salesperson… puts unecessary pressure on yourself
• Be relaxed: Is what you offer on their radar? If yes, are they open to talking about it?
• Be yourself
• You’re just on a fact-finding mission

About the author: Mr. Call Center

Gene Gerwin is president of CCI Telemarketing- a B2B lead generation service specialized in the technology industry. Started in 1993, CCI is proud to have served companies such as Hughes, Oracle, Autodesk, Mentor Graphics, EMC, and many more top technology firms.