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5 Things to Try if Your Cold Call Campaign is Not Performing to Your Expectations
Cold calls are hard for even the most seasoned sales people. It takes a combination of a great script, a smart pitch, enthusiasm, the right phone numbers just to start with, your individual telemarketers must have a knack for it and must be in the right state of mind during each and every call, then after all of that simple blind timing is important too. Communicating to a perfect stranger, than trying to sell something to them that they most likely never even heard of and didn’t particularly want until your sales person convinces them otherwise can wear on just about anyone.
All of that said there are many examples of very successful cold call campaigns. There are a number of things you will want to look at first if your telemarketing isn’t paying off as much as it should before scrapping the call list or rewriting the script from the beginning:
5 Great Tips for Making Sure Telemarketers are Performing Their Best
- Motivate the troops – Motivation is key to making a sale over the phone. Boredom and indifference are contagious and if your sales people are feeling this way it won’t be long until your potential customers feel that way about your product or service, so make sure your callers are motivated.
- Do they know the script? – Some call centers have a loose script, after all the sale is the main concern and if your salespeople can pool that off without reciting something off of a piece of paper more power to them. Your script was written a certain way for a reason though (at least if it is a good script) and following the script format at the very least should be a tool to make sales, not a hindrance. Make sure callers are following the structure on every call.
- Know the product – It is a lot easier to sell something you understand. Make sure all of your cold callers know whichever product or service they are selling inside and out. If they don’t know the product, teach them. This is absolutely essential.
- How’s their attitude? – Perhaps related to motivation as well, but it’s not just motivation it’s overall mood. Again, people can tell what another’s feeling over the phone and this really does effect how receptive they are going to be. Telemarketing is a tough business and even your best sales people are going to have off days, do what you can to keep your workers in a positive state of mind.
- Know who you are selling your product or service to – Knowing the product or service isn’t enough. You also need to know who you are selling that product or service to. Every target is different and in large part your script should reflect a particular tone that will most efficiently and effectively communicate the benefits of that product or service. Even so it is important the person calling also understands the specific target you are selling to.
