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Morry started his business career in Real Estate over 30 years ago. He purchased, fixed, and sold hundreds of properties in Southern California. Morry has always been passionate about research and finding ways to find more solutions to complicated problems and this is when he ventured out and formed SuccessorsData.com, which offers inheritance property records to realtors and investors in 42,000 zip codes.
Morry is also the founder of EasyExcelAutomation.com, offering custom and ready made Excel VBA Tools and the co-founder of IQdial.com. IQdial.com is the result of subscribers at SuccessorsData asking Morry for faster ways to reach heirs and for prospecting tools. For years customers of Successorsdata would go to Data24-7.com, which was founded by Marc Orenberg, to append phone and email addresses to their property records and find ways to call the individuals. Finally, Morry and Marc decided to offer a product that would help both companies help their customers reach their prospects faster and easier and IQdial.com was established. Their new product, DialExcel now allows you to dial directly from your Excel file. So, instead of taking the data to your dialer, we bring the dialer to your data! Take and keep notes directly in your Excel file or in the DialExcel system.
We know cold calls can give people cold feet. You have a list of prospects in one hand, a phone in the other, and youre preparing to make a sales pitch to a lineup of strangers. You dont know them, they dont know you, and theres no pre-existing trust or rapport between you yet. So, how can you turn that cold calling list into a successful sale?
When it comes to making new contacts and making sales, prospecting can be one of the hardest parts of the sales process. But no matter how daunting cold calls might seem, theyre still one of the most lucrative, successful ways to build a sales base and reach new prospects. How? Were here to help. If youre a sales team member hoping to boost your success rate, here are six tips to perfect the art of cold calling.
1. Get in the Right Mindset
Telemarketing isnt just about making the call its about how you deliver it. When you want to be persuasive and convincing over the phone, you need to convince yourself first. Before tackling and telephoning that list of prospects, prepare yourself by doing the following:
- Keeping Your Intentions Pure: Its essential to focus on the real benefit of the prospect when you introduce the call and throughout the conversation. When a potential customer can tell you are genuinely trying to help them, theyre more likely to listen than if you come across pushy and impersonal.
- Remembering Your Goals: For every 100 prospects you call, a big percentage is going to say no, but a few will say yes and its all part of your process for the day. Instead of being discouraged when you hear another no, realize youre one step closer to your goal of one or two yeses and keep going.
- Being Clear on Your Value: Always keep your companys value at the forefront of your mind and on the tip of your tongue when youre making a call. When you believe in and remember the good your company can do, youre more likely to convince potential customers and come across as genuine.
Nothing good ever happened without practice and preparation and neither does successful cold calling. The more you read your script out loud or practice your responses for potential questions and objections, the better youll be prepared when youre actually on the phone with a customer.
3. Stay Short and Be Direct
When youre introducing your companys values to a cold prospect, you have a limited window of time before they decide to hang up or object. Its crucial to get right to the point, right away. Keep your cold calling script concise, clear and direct, so youre not wasting your prospects time or your own.
4. Establish a Back-and-Forth
No one wants to wait on one end of the line and listen to a monologue they want to have a conversation. When youre trying to engage your potential customers, get them interested and keep the conversation going. Nothing is more important than developing a natural rapport and a comfort level. Asking questions, listening to the responses and building the conversation organically will make your sales calls a lot more successful than reading off a long, dense script.
5. Follow Up
Building business means building a relationship, so its important to stay in contact with your potential customers. Get into the routine of planning a follow-up schedule on your cold calls. Keep up with follow-up calls and emails to stay on your prospects radar and start a sales conversation.
6. Find the Right Tools
When youre trying to focus on improving your cold calling skills and increasing your sales, you want to be as efficient as possible thats why eliminating the mundane details can do wonders for your performance. With dialing agents and service products from EVS7, you can rapidly dial lists and perform multi-line calling with ease. Contact us today to learn more about how we can simplify your cold calling process so you can maximize sales.
Are you a sales manager with a telemarketing team to direct? When it comes to building a better customer base, expanding your companys reach and scoring more sales, cold calls are a lot more effective than you might think. In fact, theyre a crucial part of creating leads and growing your company. When you want to increase business and build rapport, cold calls and conducting telesales is the place to start but how can you make sure your strategy sets you up for both success and better sales?
Here are five pieces of helpful advice for telemarketing to guide your team in the right direction.
1. Make a Plan
Before your telemarketing team starts dialing, each person should have an objective and a plan of action. Whether your goal with each phone call is to make a sale or start a business relationship, your teams telemarketing scripts should reflect that objective. In addition to beginning with scripts that match with your marketing game plan as a team, each member should be well-prepared, familiar with the script and able to deviate from it on his or her own.
2. Be Clear and Concise
No one wants to listen to an unclear or unbroken sales pitch. Tell your telemarketing team that the key to grabbing attention and avoiding hangups is to get to the point efficiently. They should use clear, positive language, speak clearly and slowly and not spend too much time lingering on calls that arent yielding results.
3. Start a Conversation
Your team is more likely to convince and keep potential customers if the prospects feel a human connection to the telemarketers. Advise your team to ask questions, listen patiently to the responses and treat each customer with a personal level of interest and respect.
While starting a more personal conversation might not let your team members follow an exact script, it creates better rapport with prospects by adding a human element. Just make sure the team memorizes the key points and values of your company, so they can use these in the conversation.
4. Stay Positive
People are going to hang up, say no, be rude and reject your sales team make sure they know this is a normal part of the job. Success in telemarketing takes a lot of perseverance, but its worth it! For every 97 percent of prospects who say no, three percent might say yes and that small percentage is what you need to build business and drive further sales. Tell your team to stay positive, not take rejection personally and keep calling, because every no gets you one step closer to a yes.
To prepare and improve with each call, tell your team members to practice their scripts and responses. Hold group practice sessions where your team members perform simulation calls together or encourage them to practice on their own time. The more they prepare, the more persuasive theyll be.
Use the Right Tools
When you want your sales team to make as many calls and contacts as possible each day, equipping your office with the right calling technology is essential to driving more sales. With EVS7s calling agents and other dialing solutions, you can rapidly dial from extensive prospect lists, take advantage of multi-line dialing and save so much time and energy for your telemarketing team. Call us to learn more about the dialer services and products that will boost your telemarketing strategy.