1. Good telemarketers know their customers and understand their markets.
2. They know that a prospect doesn’t like to feel that they are following a script and that the only way out is to put the phone down.
3. They know that telemarketing is only one tool in an integrated campaign
4. They are experienced, mature and know how to think on their feet
5. They know not to generate more leads than the client can manage
6. They know they are an extension of your sales team and sometimes it works better if they work from your premises
7. They know their role is to provide you with additional capacity - just when you need it.

That’s why our team include qualified CIM chartered marketers to make sure that we really get the market story right, why we have an average age of 35 and why we have the poise and flexibility to represent you effectively working from a pitch skeleton to keep that essential conversational freshness with the customer.

Next time you’re evaluating competitive bids for your telemarketing business - you might just find this little note a useful yardstick.

Nigel

We want to use the blog to talk to our existing and potential customers about things relevant to making telemarketing work for you in practice.

Basically, tele-marketing will work for you if you have a clear proposition that the market wants and knows that it wants.

Only 2 things can go wrong

1) The proposition is wrong

2) You can’t close the business once we’ve made appointments.

We have 2 guest authors on this blog, Andy Szbeni who is our sales training partner and Dr Alan Rae who is our strategic marketing partner. In addition to our blog entries about the day to day practice of telemarketing including our case studies, our 2 guest authors will include topics of more wide ranging interest to help you promote your business wider and

Secure More Sales!

Nigel

Successful Sales and Marketing people recognise that what they are doing is working through a logical process one step at a time.

Any business needs a certain number of sales worth a certain amount of money to make it’s monthly target. In order to be sure of closing that number of sales you need a larger number of people and companies that you’re talking to who are ready to buy - because as we all know, not all selling activity ends with a sale.

Depending how good you are and your product you are likely to need between 2-4 times as many sales pending to make sure you will close the ones you need.

So you’ll need a rather larger number of enquiries to keep your prospect bank topped up - perhaps 5 or 6 per prospect. And to generate these you will need to generate enough marketing effort so that you get the enquiries you need.

This will be a lot. Research shows that on average customers need to be contacted 7- 8 times in one way or another before they will buy.

The problem we have as growing companies is getting the balance right between selling and producing. You can’t be working for a client when you’re out selling and you can’t be selling when you’re busy fulfilling orders.

So what can we do? We think that since you probably don’t have time to do more than do your work and close your live prospects, the answer is to automate the prospecting process by relying on the power of the internet to deliver the stream of enquiries you need.

How does this work in practice - let’s listen to a typical service business.

“At the beginning of the year I work out how much money I want to make and I have a discussion with my (outsourced) marketing manager. We take into account what the conversion rates of all the lawyers who work for me actually are. They range from 16% to 74%. So the best is converting most enquiries into work while the “worst” (who is actually a better lawyer) is closing 1 in 6. Then we work out how many enquiries she has to generate to feed the machine and that’s what she’s targeted against.”

The problem for most small business owners is that they’ve never worked in a real sales environment. So they find it difficult to estimate how much promotional work to do, and they don’t systematically measure what they do. If you know what your own ratios are it’s much easier to hold sales people that you may need to employ as the business expands to account.

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