Telemarketing with a Twist
Business professionals receive hundreds of emails and calls each day
from companies trying to sell them a product or service. In order to
attract their attention and confirm an appointment, you must stand out!
A way to increase your chances of success is to create a telemarketing
program that combines the use of multiple voice-mails and emails via a
systematic process that runs over a multi-week period.
Key elements to this program include:
Voice-mails must be short, convincing, and contain key
information
Follow-up emails should be sent immediately after leaving a
voice-mail and must be constructed to attract the prospect's interest
Send an attachment with some of the emails for a powerful message
The subject line of each email must be convincing and informative
Touch the prospect on a weekly basis with emails and voice-mails
for multiple weeks to attract a high percentage of replies
Be extremely responsive when the prospect replies back to you
Know your product and what you want to say if the prospect
answers your call
Work a group of prospects through the designed process and then
add new names and start the process again
Once an appointment is confirmed via this process, there are a number of
follow-up items that must be done to insure the prospect attends the
meeting. These include:
Send a confirmation email with all the appointment details immediately
after confirming the meeting. If the meeting is via the Web, make sure
to include all links and call-in bridge numbers
3
days prior to the meeting, you should again confirm all the details.
It’s important in this email to ask a question. By asking if the day
and time are still good or if they will have a projector available, you
are trying to obtain acknowledgement that the meeting is still on.
2
days prior if you haven’t heard back via email, you should call the
prospect. If you don’t speak with them, leave a voice-mail asking for a
call or email back
1
day prior to the meeting if you still haven’t heard back, you should
call multiple times and try to speak to the prospect live or an
administrator who will help confirm the details
Combining voice-mails with emails can be a very powerful mechanism to
closing significant appointments with new prospects. Prospects are more
likely to reply to an email than return a call since it is less
threatening to communicate with a “Sales Person” via email. Many
telemarketing companies don’t believe in leaving voice-mails and a
significant number of them don’t use emails. Be different and achieve
greater success!
Do you have other effective sales techniques that
you
want to share? We welcome your input.
Drop us a line.
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