Mr Prospect, The objective of this face-to-face meeting is to show you exactly what you can do to get from (Challenge) to (Outcome) which will enable you to improve (service/product).

Using the information from the telephone discussion … We’ll be able to map out exactly what you can get, not only (whatever outcome, solution, benefit they are looking for), but we’ll also show you what additional ideas you can add to (business/department) to cost effectively (XXX).

You’ll get a full briefing of what these ideas are and how they could work for you as well as an indication of how they could improve (_________) in your business.

Getting to the point where you can see exactly what should be done in your business would be immensely valuable wouldn’t it? (Must get positive response).

Mr Prospect, provided you and (name who ever is conducting the meeting) like what is being delivered to you at this stage and you believe we/I can help you to (outcome, benefit, solution) in your business … Then and only then will we/I make a recommendation to you and subsequently put the steps in place to meet your objectives, your budgets and needs of your business. We/I will outline all these in my proposal to you. I’d like to add at this point … our fees would always be in alignment with your budget therefore making sure that this will be a comfortable investment for you.

We/I’ll then invite you to look at how (widget company) can help you into those opportunities so you’ll get … (whatever outcome, solution, benefit they’re looking for). That does sound’s fair doesn’t it?

Here us a great additional Closing Questions you can ask a prospective customer when doing a telemarketing presentation over the phone.

“Excellent, the next step is to arrange a time to meet.

(Name), just before we fix a time, can I just confirm a couple of details to make sure that you are in a position to take immediate advantage of the opportunities we find for you when we meet?

Providing you like the (whatever outcome, benefit, solution they want), and let’s assume that you want to take it further … is there anything that is likely to prevent you from beginning immediately? Such as upcoming projects, staff changes, annual leave, mergers etc?

So would you be in a position to go ahead straight away if that’s what you want to do?

It’s been in our experience that if anyone other than yourself contributes to the decision making process that they are also included in the discussion … This is simply to ensure the time spent, is the most effective use of both our time. Who else should be involved in the decision making process?

Here’s a fe w tips that you might find useful

Have a good reason for contacting the decesion maker and make sure you have something of value to offer them. Also be prepared to to present to the gatekeeper a smaller version of what you are going to say to the prospect. Because they will wnat to know “Does this person have anything of interest or of value for the boss?”

If leaving a message on voice mail, or with a gatekeeper, be sure to ask dor their email address, correct spelling of the decesion maker’s name, cell phone and the best time to vall them back.

The objective of your opening is to pique curiosity and interest so that they will willingly and enthusiastically move to the questioning. You must answer, “What’s in it for me?” for the listener, or they will immediately begin the getting-rid-of-you process.

Cold calling is like fishing. You’ll need to keep trying different ways of engaging your prospect in a conversation to establish what is working and what’s not working as well.

Here is how to create a good balanced conversation

Prospect: Hello?

Telemarketing services pro: Mr. Smith. Thank you for taking the call. I do appreciate your time so I’ll be brief … I have been studying your market and your competitions (Note: this is a great opening because it doesn’t try to push anything. It’s honest and open and clear AND offers an intriguing hook while presenting a potential benefit to business sales leads of saving money). I have a fabulous opportunity that I believe could help you to reduce the cost of your database upkeep. Our happy clients are now enjoying this excellent service and I believe this could also help you too.

Mr. Smith, my name is Tanya Jones, I am with Peapro Company. Are you looking at cost reduction across your infrastructure this year?

How valuable would it be to reduce the cost of your database upkeep whilst at the same time keep your department running at maximum efficiency?

Prospect: I could be interested? Tell me more. (Note: The connection has been made! The prospect is intrigued!)

Telemarketing services pro: Most companies don’t realize that they spend on average £15,000 per year on employee database upkeep. But with our automatically updating software, which features an easy-to-use interface, clients are realizing a £12,000 savings. Can you imagine what business would be like if you added £12,000 to your bottom line?

Prospect: How do you do this?

I am aware of your time right now. Mr. Smith, I have a brief outline on paper and I would like to share this with you at another time. When is the best time for us to do this?

(Note: and the call continues…)

Telemarketing services professionals use the opening dialogue NOT to start their pitch but rather to start the relationship. Win the mind of the sales leads by connecting with them.

Your telemarketing cold calling campaign works well if you discovery and understand your Customers by analysing and targeting your best customers.

This will reveal who is likely to buy from you and which products or services they want. What this will mean to you is that, you immediately improve your opportunities to increase business leads generation and improve your appointments, meetings and sales.

Understand and study your customers. ask yourself:  “What will interest them to your product or service? (Flexibility? Availability? Accessibility? Price? Personalized attention? Special features? After care service.) Once you fully understand what would draw your customers to your product or service it makes selling 50 times easier

Cold calling tactics

Many experts say that cold calling with the telephone is dead, but the really savvy marketers know that cold calling tactics will continue to bring in clients as long as you have a plan and you continue to work the plan.  Making money depends on finding customers, and if one out of three people becomes a customer and you call a million people a year, you’ll be in business!