June 20, 2012

5 Telemarketing Tips to Improve Your ROI

Do the Right Thing
If you have experience with outbound telemarketing, you are probably familiar with what telemarketing leads lists are.  Some of you may be more accustomed to dialing on yellow pages or white pages data vs. an updated, targeted list of potential customers (which is what quality telemarketing leads lists consist of).  Before we go any further, if you are representing a for-profit agency that is telemarketing by way of white pages, you need to catch up on something called:  DNC Compliance.  Do so now by clicking on the following link: http://telemarketing.donotcall.gov

Fresh is Best
How many of you have gone to your local bagel shop and asked the employees to serve you the oldest, most stale bagel they have?   Or how about going to a fast food restaurant and asking for the half-smashed burger that’s been sitting under the heat lamp all day long?   No one I know does this.  If you can pay the same amount for better quality, why settle for less?  The same should apply to your purchasing decision on telemarketing leads and telemarketing lists.  Don’t short-change yourself on old, stale, dry data that is cold and unappetizing the second you start dialing.  A telemarketing team should be ‘fed’ the best quality data possible.  Add flavor to telemarketing lists by asking your data provider to demographically enhance your marketing list so that you can reach the most qualified prospects available. This will not only provide you with better leads in the long run, it will boost a telemarketer’s overall morale.

Attitude and Composure
As outbound telemarketers, we all experience bad days.  If you are having a hard time getting over your last ego-crushing phone call, maybe don’t pick up the phone just yet.  See if you can take a couple minutes to regain your composure.  Talk to someone that you know can encourage you.  Vent it out!  If you lock in your frustration it will most likely come out in your vocal inflection or even in your choice of words on your next call.  Sometimes it can take awhile to get these feelings under control, so until you get there, seek as much help as possible.  Have a notepad on your desk and write out a quick sentence or two about how you feel (don’t forget to throw that note away).  Get the frustration out so you don’t let that negative emotion poison your next call.  Remember, your attitude can make or break your day.

If at First You Don’t Succeed...
For all you golfers out there, a bad call is like a bad golf swing.  If you start believing you are going to shank every single shot, you are going to have a really bad day!  If you blow it, don’t beat yourself up.  Realign yourself, take a deep breath and focus, but don’t try too hard.  Find that happy medium.  How you feel can easily have an impact on the quality of your next swing.  The same is true with outbound telemarketing.  Remember that every prospect you call is different.  It may not seem like it sometimes, but it’s really true. You can adjust your pitch until you find what works best.  Seek consistent results by being confident in the product or service you are advertising.  Follow through with your pitch.  If needed, have someone you trust evaluate what you are saying and how you are saying it.  Maybe there is something broken and a slight adjustment could make a world of difference.  Keep in mind that being coachable is a major key to success!

Gratitude
Rather than reading off your telemarketing script like a robot, try as hard as you can to be personable; but only if you are able to do so in a professional manner.  If possible, treat each prospect like they are an acquaintance that you are at least trying to like.  Easier to say than do, yes, I know.  Keep in mind the people you are calling may be having a bad day too.  If they are taking the time to speak with you, be thankful and don’t take their time with you for granted.  Use your time on the phone with them wisely!

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