“Cold calling doesn’t work.”
“It’s intrusive. Low value. Unreliable.”
If you believe the above statements, you are severely limiting the potential reach and growth of your business.
Most businesses haphazardly call untargeted lists and conclude that telemarketing is a waste of time. However, effective telemarketing is capable of prompting valuable conversations between you and prospects that may not have occurred otherwise.
Here are some key areas to consider when implementing telemarketing into your business.
Pull a quality list
Many businesses adopt the strategy of quantity over quality when it comes to telemarketing. The more calls, the better chance of success, right?
This is backwards.
Your list needs to be industry specific, as well as title specific. An accurate and relevant list will bring a higher chance of engagement when you begin your outreach.
Utilize a freelancer for your list scrubbing. This will get you a targeted list that fits your prospective client base, all while saving your time and maximizing value. A high-quality list is the framework that allows your telemarketer and scripts to thrive.
Recruit the right fit
Hiring the right telemarketer is one of the most challenging positions to fill. Finding a telemarketer to read your script is easy but finding a telemarketer with a personality and delivery that elevates your script is much more difficult.
Be upfront with expectations and qualifications for the position. Clear expectations for your telemarketer will limit turnover and raise the chances of a good fit.
Have defined questions in place for both a phone and in-person interview. The phone interview will give you important insight into your prospect’s qualifications; the in-person interview will give you a better view of their personality.
If you thought the phone interview went well, send the prospective employee the script and have them call and leave a voicemail. How does it sound? This can help you filter telemarketers to find the right delivery for your business.
Target your scripts correctly
Telemarketers have to be able to quickly connect with prospective clients and convert to appointments. The approach of your telemarketer will keep prospects on the phone: what is being SAID is what will provoke an appointment.
You should conduct at least 3 recorded interviews with your current clients to help you identify the talking points for the scripts you will be writing. What are the things they pay attention to and listen to? Target your scripts based on their responses.
Finally, make sure your script is conversational. No one wants to be bored or confused over the phone. Engage prospects with strong delivery, then capitalize with content that is relevant to them.
Again, cold calling is not dead! Check out the Partner Portal on our website, cloudservicesformsps.com, for more marketing insights. Still have questions? Reach out for more successful telemarketing strategies that we are happy to share.
MSP Telemarketing Is Not Dead
