Are your cold calls are not going anywhere? Why not make it easy for yourself? Here are some telemarketing tips to improve your cold calling.
Telemarketing campaigns from outbound callers aren’t going anywhere.
70% of salespeople still connect with prospects and generate meetings over the phone.
When done in the right way, it can lead to a shortened sales cycle and increase your sales processes.
Here is a list of telemarketing tips to help you improve your cold calling.
What is telemarketing?
Telemarketing is the process of marketing your product or service directly via the telephone.
It usually involves the use of outbound cold calls to reach out to leads. It is part of the approach and pitch stages of sales cycles.
15 telemarketing tips:
1. Define your telemarketing goals
Before you start thinking about anything else, be very specific about what you want to achieve.
Your goal for a telemarketing campaign will shape the way you conduct your outreach:
· Tone of messaging
· Channel of communication
· Industry of target audience
· Position/Job titles of the target audience
2. Conduct in-depth research
Before you even start conducting your outreach, you need to know exactly who you want to target.
This ensures all your marketing and sales processes are aligned with the needs and preferences of your target audience.
If you intend to sell your product/service directly to executives, you may want to avoid sending messages in a formal tone. There is a chance they don’t want to be contacted via emails or LinkedIn!
In fact, a lot of executives prefer to be contacted via the phone instead of email and LinkedIn messages.
Once you have defined whom you want to connect with, you should gain a much better understanding of where and how to reach out to them.
3. Treat your cold and, hot leads differently
Once you’ve categorised your leads based on job title, industry, and preferred channel of communication, it’s time to drill down into your categorisation.
Cold, warm, and hot leads differ based on how much the lead has ‘warmed up’ to your company. Hotter leads tend to be familiar with your company and have interacted with you in the past. An example is they may have visited your website.
Hot leads tend to be more likely or ready to make the purchase.
Categorising helps you decide on your approach when conducting your telemarketing campaign.
When approaching cold leads, it’s better to avoid selling your product/service right from the start. Instead, focus more on building the relationship and the trust in your business develop from there.
4. Come prepared with a script
When conducting outbound cold outreach, come prepared.
That’s not to say that you can’t think of a possible scenario of how the conversation could go. It also doesn’t mean that you need to memorise a script word-for-word.
You should come up with a list of the questions you want to ask. In terms of preparing for possible scenarios, think about common situations you may encounter when you conduct telemarketing campaigns.
5. Avoid the worst times to call
Don’t call at times when people are least likely to answer.
Ask yourself as an employee, when do you least want to receive a cold call? Chances are, many others feel the same as you.
It’s been said some of the best times to cold call are between 10 am and 11 am, as well as 3 pm and 4 pm.
Avoid early mornings when people tend to be bogged down with emails from the evening before, midday when people are having lunch, and evenings when people are preparing to knock off.
6. Use the right tone
You can say all the right words, but if your tone of voice doesn’t match, then you’re not going to make the sale.
Confidence is key. If you’re bored or tired, your prospects can tell, and they probably won’t be inclined to buy. If the person making the sales call, can’t be enthusiastic, why should they?
Sounding assured and strong but not too pushy. There’s no room for aggression in cold calling.
7. Don’t do all the talking
Positive cold calls last an average of 5 mins 50s, while unsuccessful ones last 3 min 14s.
This doesn’t mean that spending more time on the phone means higher rates of selling. It depends on the things discussed on the call.
If the call lasted longer because the sales rep was engaging and had interesting topics to discuss. Perhaps the call lasted longer because the sales rep used more case studies.
During a shorter call, allow the lead to talk and learn more about their business needs.
Remember your prospects are individuals, not just another number in a line of leads.
8. Speak in an open-ended manner
It’s not all about the tone of voice what you say is also important.
The questions you ask can sometimes be the factor determining whether or not the prospect gives you useful information.
Try to focus on asking questions in an open-ended way.
Asking yes/no questions only provides you with, one-word answers. They’re not completely useless, but they aren’t able to provide you with insights into your prospects’ needs.
9. Persistence is key
High rejection rates from cold calling can make it hard for sales reps when they repeatedly struggle to close a deal. It’s not hard to understand why salespeople give up after one follow-up call not being successful.
However, giving up just after one call is too soon. Don’t harass a prospect with constant calls but follow up a few more times or maybe drop an email. Persistence helps increase conversion rates.
You must keep in touch with the prospect before they disappear from the sales funnel.
Don’t wait for them to get in touch with you. It’s on you to call them back. After all, you’re the one trying to sell to them.
10. Record your calls and learn from them
A telemarketing tip is to record your calls. Use outbound dialling software this will allow you to do that.
Outbound dialling software allows you to customise your call campaign settings so that you can record your calls.
This allows you to re-listen to the conversation and pinpoints any areas of improvement that you can make for future telemarketing campaigns.
11. Practice makes perfect
Keep practising. You know the saying that practice makes perfect, and it is true. The more you speak with people on the phone, the faster your nerves will disappear.
As time passes, you’ll naturally become less nervous about cold calling.
It’s important that even the most successful salespeople have faced many rejections from prospects throughout their careers.
Instead of taking rejection personally, make every rejection an opportunity to get better. Take some time to think about the reasons for your rejection and work out how to improve your sales pitches.
12. Take notes during the calls
Don’t just talk during calls.
It is important to take notes on important things your leads say. Not only will this help you remember these points better, but it also helps you save time if you listen to the call recordings again later.
You won’t need to listen through entire conversations just to pick out some key points as you’ve already written them down.
13. Give yourself time between calls
Give yourself plenty of time in between calls. Outbound calls can be mentally draining.
An outbound dialer allows you to do that. This allows you to consolidate notes from the previous call before the next one. It also gives you time to prepare for the next call.
14. Measure, track and improve
You need to check what is working for your company and what isn’t.
This way, you’ll know whether or not you should double down on something or try something different. A lot of software will come with data analytic features and outbound call software.
The data collected can provide an in-depth insight into which sales strategies are doing well and which are not. Sales teams can then use this information to tailor their sales processes to improve results.
15. Have fun with it
If you are making a lot of calls, the task can become stale and boring.
If you go into a call sounding grumpy and deflated, you’re not going to do a good job of getting the person on the other end of the line excited. Your energy is contagious.
Although it’s not always easy, try to treat each call as its individual experience. Try and, have fun with it! Talk about current subjects for a bit, maybe even crack a joke if appropriate.
This can help lift the mood and make your leads more likely to listen.