Telephone Marketing

Some people cringe when thinking about selling through the telephone.  If you are one of those people then forget it.  Go read up on selling by snail mail or something, because you need to be into selling by phone to sell by phone.  Usually, the insane profits are enough to instil passion about telemarketing.

Telemarketing is still a numbers game, and if you simply follow the basic rules of selling by phone, the mathematics of telemarketing will do the heavy lifting for you.

The basic rules of selling by phone are simple;

Ignore the first 6 NO’s

Always have the other person’s best interests at heart

Be Polite Professional & Friendly every second of the telephone call

Know Your Product

Stand & Smile When Speaking

Be Persistent

Do Not Stand Idle.  Always Be Dialing, Talking Or Listening (unless You have a profile of the prospect, then you should spend time researching… just be careful you don’t spend too much time researching).

If you follow these rules then you will have done everything you can to be successful.  The offer and the list will determine how successful.

The mathematics of telemarketing are as follows

Number Of Dials = Number Of Contacts = Number Of Pitches = Number Of Decisions = Conversion Rate

The more you increase the number at the top level (Number Of Dials) the more the bottom level number (Conversion Rate) increases.

Here’s an example:

100 Dials

60% Convert To Contacts  = 60 Contacts

25% Are Available To Listen To A Full Pitch = 15 Pitchs

80% Make A Decision On The First Phone Call = 12 Decisions

8% Make A Purchase =  1 Sale

If you increase the number of dials you make in a day from 100 to 1,100 you can be pretty certain that you will gain about 10 new customers.