Microsoft PowerPoint - Liz Jackson National Conference 2007

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Microsoft PowerPoint - Liz Jackson National Conference 2007

  1. 1. www.everywoman.co.uk } The power of telesales and telemarketing
  2. 2. The power of telesales and telemarketing Liz Jackson MBE – Great Guns Marketing Mick Spain – Great Guns Marketing • Workshop objective – to help you increase your results when you are doing your own telemarketing
  3. 3. The power of telesales and telemarketing Agenda • Getting prepared • Who are you going to call? • What are you going to say? • Preparing your work area • Getting YOU ready for calling • Staying positive and motivated • Getting past the gate-keepers • Measuring your success • Rewarding yourself
  4. 4. The power of telesales and telemarketing Getting prepared for calling • What are your USP’s? • Who are your target prospects? • What are the benefits of your product or service? • Who are your competitors? • Etc • ‘Understanding you’ template
  5. 5. The power of telesales and telemarketing Who are you going to call? • Profile your customers by profit (20/80) • Selecting prospect data • Prospect data accuracy • Rules of data usage • Use a CRM • Track sources of new business • Target by company size, industry, decision maker, etc
  6. 6. The power of telesales and telemarketing What are you going to say? I must meet with this person to find out more
  7. 7. The power of telesales and telemarketing Your Lift Speech • Make it BENEFITS oriented • Use this structure – Introduction – Your key benefit – What you do – Questions – Presentation – Close • www.succeedinginbusiness.com
  8. 8. The power of telesales and telemarketing Your Lift Speech t!!! • Introduction – hello, I’m Mick Spain from Great Guns Marketing ri p • Key benefit – we help our clients to increase their sales s c • a What you do – we do this by making high quality sales appointments for as them • i t Questions – how do you generate new business? What is your experience e of telemarketing? us • Presentation – We are a telemarketing company specialising in….. Etc • ’ t Close – I’m certain that a brief meeting with my director would be time well o n spent. During the meeting she can learn more about your business and your new business needs. She can then tell you how we’ve helped companies like D yours to increase their sales. She can be with you on Tuesday or Thursday, which is best for you
  9. 9. The power of telesales and telemarketing Getting rid of distractions • Clear your diary • Switch off your mobile • Switch off Outlook • No interruptions for the day • Clear your desk of distractions • Set up your PC and prospect database • Get your tick sheet in place • Get your lift speech in front of you and in your head
  10. 10. The power of telesales and telemarketing Getting YOU ready for calling • Sit up straight • Speak with passion • Quickly build empathy • Quickly build a conversation • Use your lift speech • You have 2 ears and one mouth; use them in that ratio!
  11. 11. The power of telesales and telemarketing Nobody likes talking to a misery guts! SMILE WHEN YOU DIAL!
  12. 12. The power of telesales and telemarketing Staying positive and motivated If you think you can, or you think you can’t, you’re right Henry Ford
  13. 13. The power of telesales and telemarketing Aim high, achieve high
  14. 14. The power of telesales and telemarketing Embrace failure • Embrace it • Love it • Listen to it • Make it a friend • Learn from it • Treat is as a real asset • Kiss lots of frogs
  15. 15. The power of telesales and telemarketing Love the fear
  16. 16. The power of telesales and telemarketing Getting past the Gate-keepers • Treat them with respect and politeness, no matter how frustrating • Make friends with them and flatter them • Try calling when they’re not there – before 09:00, after 17:00, lunchtime, etc • Don’t try to ‘push’ past them • Ask them for their help and advice
  17. 17. The power of telesales and telemarketing Measuring your success • Expect to make:- – 80 – 100 calls per day – 15 – 25 decision maker conversations – 1 – 5 appointments – 1 – 10 requests for further information – 10 – 15 call backs at an agreed time
  18. 18. The power of telesales and telemarketing Rewarding yourself • Reward yourself • Reward others • Celebrate success
  19. 19. The power of telesales and telemarketing Rewarding yourself Employee of the Month
  20. 20. www.everywoman.co.uk } Thank You Presented by: Liz Jackson MBE Great Guns Marketing Everywoman Ltd ■ Tel: 0870 746 1800

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