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October 21, 2008
Here's a riddle for you: What's worse than one call from a telemarketer? The answer: Several calls from the same telemarketer. No one really likes to listen to sales pitches over the phone, and this problem is only exacerbated by the same telemarketer calling over and over again. If you keep ..
September 21, 2008
What is the best way to make a cold sales call to a business? Do you normally call up and ask to speak with the business development manager then go right into your sales pitch? Is there a more effective process you can use? Is there a way of becoming more effective?Put yourself in the business ..
September 15, 2008
Before you can learn some tips and tricks for your cold calling training, you first need to know what cold calling is. This is where you are calling prospective buyers and informing them of your product. Sounds easy, does it not? Well, what a lot of people find out is that cold calling is a lot ..
August 26, 2008
In July we talked about 7 critical planning questions to create an effective B2B cold calling campaign.Planning can turn a haphazard cold calling effort into a successful, methodical prospecting approach. Here are 4 more planning questions, and the answers we can provide, based on our actual ..
August 26, 2008
If your business is one started on next to nothing or maybe you are experiencing a cash flow problem, you will need to implement a low cost lead generation program. Because you are on a limited budget you may not wish to pay the cost of having a lead generation service do the work for you, so you ..
August 26, 2008
Sales people know there are two critical decisions that must be made before starting a cold calling campaign. How many leads do you need, and how qualified do you need them to be?While these are two questions, they're really two parts to the same question.Let's say you start up a telephone ..
August 26, 2008
In order for a business to success and remain in business, they must determine the best method for sale lead generation. Each business has it's own unique features, which must be taken into consideration before deciding on a method to create new potential customers. Because this can be difficult to .
August 26, 2008
Most of my professional experience has been in conducting direct mail campaigns, many of which were of the multi-million-piece variety. Here is my take on how the file has evolved and how new, more useful and effective methods have evolved, paralleling the development of surprising new resources.In .
August 25, 2008
There is no denying the incredible power of a phone broadcast system. Imagine, you have the ability to send your recorded message to thousands and thousands of phones at the click of your mouse!But power alone does NOT lead to success. Here's how you can judge the possibilities for your own idea. ..
August 25, 2008
This article reveals the single worst mistake broadcasters make when answering calls in response to their recorded message. And this mistake is very common. Many experienced broadcasters continue making it! Luckily, this mistake is real easy to fix.The single worst mistake in answering is to say ..
August 19, 2008
Anyone who conducts marketing and sales has to deal with using the phone as an important communication tool. The problem is that most people don't maximize its effectiveness. Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our ..
August 18, 2008
The telephone is the most important piece of office equipment you have. Although it shares certain attributes with email, there are several areas where the telephone excels.1. It's immediate. Although voice mail is the bane of our existence, once we are talking with someone, we can resolve ..
August 07, 2008
Why do some people always seem poised, confident and ready for everything? Preparation.Whenever you need to speak with someone, whether in person or through a telephone conversation, it's always a good idea to plan and rehearse beforehand. This is particularly true for sales people and customer ..
August 07, 2008
One common way of the opening line when sales people make cold-calls is “Hi, my name is xyz, and I'm calling from abc company..."Unless you are calling from really established companies such as IBM or the like, chances are such prospective customers will ask you “where did you say you ..
July 30, 2008
Anyone who reads the Telephone Consumer Protection Act (TCPA) would probably make a very interesting discovery - many of the pone calls they receive from telemarketers are actually illegal. There are quite a few rules by which telemarketing firms must abide, or else they could be severely penalized .
July 30, 2008
Many people consider all telemarketing calls to be the same, but the reality is there are slight differences. For instance, while some solicitations you receive are from companies you do business with, which are known as warm calls, others may be from a telemarketer/company you don't know, and this .
July 30, 2008
Receiving telemarketing calls is one of the annoyances a phone consumer must face. Sometimes it is an irritation that is permitted by law, while other times it is a frustration that can be avoided and is even prohibited. The reason is while some telemarketers are authorized to call you, those who ..
July 29, 2008
Telemarketing, marketing in which sales people call potential customers by phone, is the second most common direct marketing method in the United States. Cold calling however is often not appreciated by the people who are called and so “Do not call" lists have been created in a number of ..
July 29, 2008
Call Center jobs in the Philippines are characterized by one or two things: slapping yourself until your eyeballs pop out or drinking coffee until it comes out of your pores; both methods are done so you could stay awake while you take those calls. A lot of my friends are working in call centers ..
July 27, 2008
There are moments in life that money could never buy. These priceless moments are lasting lessons in life. They bring us back to a time in our youth when our mother, father, uncle, aunt, cousin, teacher or friend gave us a bit of advice that may have meant nothing at the time, but then later in ..
July 27, 2008
The cost of selling is escalating and time is ever in short supply to make face-to-face sales calls. But stiff competition requires that sales professionals keep notching up their sales goals every quarter and every year. The secret is not something very unfathomable. It lies with the proper use of .
July 23, 2008
A mortgage telemarketing list contains information on individuals with credit history, providing your business with many potential sales leads. In recent times, the use of this list has increased, especially during the post Sept 2001 period where interest rates were at its lowest. To understand the .
July 23, 2008
What is a telemarketing list? To most people, a telemarketing list contains the relevant information of potential clients that companies can tap on in order to increase their sales. Usually, the quantity of information contained within each list varies. In any case, a telemarketing list is vital ..
July 22, 2008
A Sales person cannot avoid telephone prospecting because, today, travel is time consuming and expensive. But it's painful when the conversion rate is less than 3%. What if you get 50-70% conversion rate? Smart sales person get more hit rates, more than 80%. The secret is doing just the essentials ..
July 20, 2008
"Can I put you on hold while I find a pen with ink?", you ask your customer on the phone while your hand searches the desk frantically for another pen. In frustration you are wondering how to sound calm when you can't lay your hands on the tools you need to do your job.I hate to scramble to find ..
July 17, 2008
It seems hard to believe, but most telemarketers are people just like you and me. They are doing their job in order to support their family and make a living; chances are they don't go to work with the plan of annoying and harassing you. Yet, that is how they are perceived. When it comes to the ..
July 17, 2008
There are thousands of telemarketing companies in the United States, and revenues for the industry total about $15 billion per year. The industry is fairly top-heavy. The largest fifty companies earn more than sixty percent of the revenue. The telemarketing industry has been regulated since the ..
July 17, 2008
When it comes to schemes, many people believe that it could never happen to them, but millions of dollars are lost to telemarketing fraud each year. Especially vulnerable are the elderly, but it can happen to anyone because these fraudsters are very good at what they do.The following is an example ..
July 17, 2008
Telemarketing aims to sell a product and make a profit. Businesses use telemarketers to generate leads and gather data, make sales, contact prospective and existing customers, and receive requests for information. Is calling people - people who often want to talk to anyone but a telemarketer - a ..
July 17, 2008
Telemarketing has been around for decades. It is believed to have been formed in the 1950's, where it enjoyed substantial growth. Because many of these calls are unsolicited, numerous people complained about telemarketers. Indeed, some of the practices were unfair, harassing, and rude. For ..
July 10, 2008
Call Center Lead GenerationEvery body's doing it... Fact, every Fortune 500 company uses outsourced call centers to generate their leads and keep their front end sales professionals busy with qualified sales leads daily. This allows the company to focus more on processing deals and less on ..
May 19, 2008
Omaha, Nebraska is where my business is based and where I maintain a primary residence.As I travel the country and mention Omaha, I hear a number of comments. Typical lame farmer jokes (this is a metro area of close to a million people), and comments from uninformed elitists who think it is the ..
May 13, 2008
Competition in the call center industry is very stiff nowadays. For this reason, call centers are focusing their attention on maintaining as well as improving all aspects of operations. This is where assessment becomes essential. It is only after assessment has been made that companies can come up ..
May 01, 2008
Want to improve your call center's sales results? Here are the 12 best practices of high selling call centersClearly communicate sales targets:Set expectations: Communicate sales objectives on a daily basis so your Agents know exactly what is expected of them.Provide feedback: Post daily sales ..
May 01, 2008
Are you struggling to turn your call center into a sales focused area? One of my clients recently had the same challenge.This electronic supply company's call center was originally focused on customer service only. Since call centers require a large staff, work stations, and expensive call routing ..
April 24, 2008
A secret shopping evaluator knows that a good salesperson does not talk a customer into getting something. The good salesperson does not try to shove something down the throat of a customer, or try to trick them into a purchase. A good salesperson is able to help the customer talk themselves into ..
April 14, 2008
I'm thinking about you today, Valentine's Day.Yes, today is especially a day all about relationships.Well, I'm thinking about you mostly to give you an idea that can help you build better relationships with your customers, and turn more of the nonbuying prospects in your database into ..
April 14, 2008
You start the day with your inboxes full. Ideal prospects are calling, faxing, emailing, and mailing you. They all want something from you.Each prospect has reached out to you because you have something they want. You have the answers they're looking for even hungry for. You aren't stressed by all ..
March 21, 2008
FOREWORD:Mega-Buck Income Sales Pros are the elite, that very special group that comprise the top 5% of all Salespeople in the World. They produce 95% of the Sales that are made and enjoy a level of income and a lifestyle that most people would love to achieve.The good news is that since Selling is .
February 26, 2008
Buying mortgage leads can be frustrating and sometimes fruitless, as you may discover that on using these leads they are not very fresh at all. This leads to down time and negative time management, as they will only end up disappointing you after making endless calls and finding that these are of ..
February 18, 2008
Have you ever noticed that people like people who are a lot like themselves? People who are from the same state connect at a conference, people who like to run are attracted to each other, like attracts like.So how can you tap this phenomenon for your own success? It's easy.Success Tip # 1. Modify ..
February 08, 2008
Rejection by phone is a problem that can be overcome easily if the right approach to calling is taken. The problem is if there is too much expectation or pressure, each call can be a painful experience, good or bad. Most telemarketing campaigns are set up the wrong way, and the pressure for results .
February 05, 2008
Even if you have fear of the phone, or fear getting rejected on the phone, don't let this stop you from using telemarketing to your advantage in your business. In today's economy, telemarketing is a great opportunity for your business to increase revenue without a lot of initial marketing expense. ..
January 29, 2008
Common problems in teleconference calls include excessive background noise, which can be distracting; interruptions by multiple participants; and speakers speaking without introduction, which confuses the listener. Have you ever experienced these problems? Poor facilitating is another cause of ..
January 28, 2008
There is a tendency to despise the telemarketer, and with good reason, we all know what it's like to receive those annoying cold calls when you're bang in the middle of your favorite soap; having dinner; very early in the morning; or when you're busy at the office. Unsolicited calls suck. There's ..
January 25, 2008
Twice this week I've been asked what closing ratio can we expect to get when we do outbound telemarketing?So, I thought I'd share my reply with you, because it departs from conventional wisdom.First, let me say I'm reluctant to quote a closing rate because there are so many variables.Here are ten ..
January 10, 2008
Teleseminars, or workshops conducted over a teleconference line, are one of the easiest ways to grow a business and leverage your expertise online. However, when I speak to clients about using this marketing strategy, many believe that they don't have enough content to create a powerful 45-60 ..
January 06, 2008
The use of scripts can be quite a contentious issue. Experienced sales people feel suffocated by them, new hires often, too obviously, read them and managers fail to understand the real benefit they afford their team.In my opinion, a good script can be a brilliant tool for both inside and outside ..
December 20, 2007
If I had a buck for every time one of my book readers or tape purchasers asked me to write a telemarketing script for them, I'd have thousands of dollars more than I currently have. In fact, this is such a common request that you'll see various “script books" advertised that promise to ..
December 12, 2007
The toughest thing about sales can often be generating leads. A lot of times, this means cold calling people who may or may not be interested in what you have to say, which can lead to some very unpleasant encounters. So instead of cold calling-- or paying your staff to make cold calls-- why not ..
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