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You just bought a lead list or perhaps you just joined the local chamber of commerce and you have that daunting list in front of you. Planning is the key, are you looking to recruit for your opportunity or introduce your product or service? Figure that out first, then you can work on your script or use one of sample scripts provided. Do not go into a campaign without a plan, I have seen sales people purchase lists to set appointments with and all of a sudden they try to sell directly over the phone and not with much success I might add.
Keep in mind a list of cold contacts (people who don’t know you) will need an introduction to you & your company, information and the opportunity to build trust and rapport with you. Again, you will be disappointed if you do not go into it with the right attitude and expectations. For example, I see the best results with a simple invitation to an event to introduce the prospect to the business or requesting permission to send them information in the mail.
Monday is a great day to set appointments and make calls for the week. It allows the day
in the office to be routine by staying on the phone. I would recommend keeping track of
how many calls you make and how many appointments you set for yourself. This will give
you an average. For example, I used a small sheet of paper and marked for every dial I
made and had another column for appointments.
For every ten dials I set one appointment using my custom scripts. Consistency
is the key, and being uninterrupted is crucial. If you do not have an office where you can
shut the door, let everyone in the office know that Monday is your day to set appointments. Getting interrupted not only throws you off track but it can drastically reduce the number of calls you make. Friday’s are great when it comes to follow-
Get excited to be on the phone! Get up and walk around while you are talking, the more
energy you have in your voice the more people will want to listen. I would also suggest that when you are spending time on the phone calling prospects be sure to listen, don’t interrupt them when they are talking. You want to make your statements short and to the point, but just remember that you can find out so much more just by listening to them talk. If there is a silence on the phone don’t feel the need to fill it with chatter, your prospect may be looking at their calendar, thinking about what the company’s current needs are, etc. So don’t make them loose their thought.
Invest in a headset, your neck will thank you for it! They are fairly inexpensive these days and quite frankly a necessity. Make sure your plan of action includes a script. Practice what you are going to say before you make your calls. Again, you will be disappointed if you do not go into it with the right attitude and expectations.
A part of your business image that people see when you are not in front of them are your
doesn’t count. Make a point to have a 48-
in technology to not retrieve messages, emails, etc. in a timely manner.
If someone you wanted to meet with finally sits down and talks with you, do you write
them a thank you note?
A hand written note of appreciation seems to be a lost art. It has been a determining factor in many of my sales. With the onset of technology you can write a thank you email but I would also suggest you thank them through any social media outlets you participate in, ensure that you tag them appropriately in the message. If a prospect isn’t ready to become a client, follow-
I would recommend keeping your prospects in some type of database to stay organized and each month see who you need to follow-
Appointment Setting 50%
Social Media 15%
Telemarketing is still the most viable option to get the attention of decision makers and appointment setting gets you right in front of them. According to this chart, most sales are generated through appointment setting. If you are not seeing results with your campaign, contact us for a FREE consultation. If we can’t help you with our services, we’d be happy to help you with your internal campaign.
Need help with your telemarketing efforts?
Here are some tips to get you started!
Need help with follow-
|Cold Calling Techniques for Appointment Setting|
|Finding the Decision Maker|