Telemarketing Mistakes – 1 of 5
When telemarketing there are 5 common mistakes that can lead to the failure of a campaign, or the waste of a company’s time and money investing in such a difficult activity. This series of posts, that comes courtesy of a close business friend of ours, Audrey Bodman (Director of Outshine Group), will consist of looking at how you can look to improve your approach to developing business through the telephone.
Mistake 1:
Not tracking or analysing your results
If you’re serious about getting some great results when cold calling, you need to start to analyse your results. Ask yourself the questions below and see if you know the answers instantly.
Some people say that “Sales is a numbers game”.
I don’t believe that statement tells the whole truth. Yes, numbers are important but if they buy into the statement it encourages too many people to simply “pile up the numbers” without realising what the various numbers (and corresponding ratios) are telling them. Only by tracking all the relevant numbers and comparing one number to another can we gain any meaningful insights into our own selling process and how effective we really are.
Consistency is one of the keys to cold calling success. The only way I know to guarantee consistency is to know your numbers and the ratios they provide you and act intelligently on what you see there.
You should also remember to make the calls back from your notes:
Consider this…
It took me 15 calls, over a 2 year period to build a relationship with a well-known Building Society who eventually became my client.
I continued to ring because on every call I gained invaluable information – which gave me a head start when they eventually joined my client list.
This building society ended up investing over £10,000 with me – so looking back that means that each call was worth approximately £666!