Understand your target market
The best campaigns fail if you don’t know
who to target. You can be the best in
your sector but if you call the wrong
prospects, you have no chance. So,
identify the sector you have the best
chance of serving and use this as your
base for getting a good list with names,
job roles and numbers in the location in
which you want to operate.
Olympic analogy: If you are the favorite for the gold medal
in the rifle shooting at the Olympics as you have the best
rifle and are the best shot, don’t fire in the wrong direction
at the wrong target as you will definitely not win the gold
and end up with nothing!
Allocate time for calling and
You need to practice calling and fall flat
on your face a few times if you are to
succeed in getting prime opportunities to
grow your business. Make sure you role
play with someone if you can. If you
can’t, just get going and see what works
and what doesn’t.
It is widely reported that Edison once
said “I have not failed 1,000 times. I have
successfully discovered 1,000 ways to
NOT make a light bulb.“ The more you
practice calling, the better your likely
Olympic analogy: If you want to reach your goal, you need
to put in the miles on the phone.
Learn effective telemarketing
There is no doubt that good
telemarketing techniques and tips play a
role in cold calling success. Whether that
is getting past the gatekeeper or
handling objections effectively, it is
important to upgrade your skills so that
you know how to handle the blocks
when they are in your way.
Olympic analogy: It makes no sense to crash through the
hurdles time after time. A good coach and some lessons in
how to quickly leap over hurdles will help you reach your
goal much quicker and without bruised knees!
Keep going till the finish
Telemarketing can be described as a
marathon not a sprint especially for the
larger opportunities. They don’t happen
overnight and usually not on the first
Check when would be a good time to
follow up with the prospect again and
diarize that call. Make good notes from
the initial call and refer to these when
calling back. Don’t give up before you
reach your telemarketing goals. The next
call back could result in a £250k order!!
Olympic analogy: Every athlete records their performance
so they can evaluate how they can improve. They review
the past and make sure they keep going until they reach
the finishing line.
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