Essentials Ingredients For ‘Making The Difference As A Telemarketer
Taking Control of Your Day
-1. How many times do I dial the phone each day for the sole purpose of scheduling an appointment with a prospect?
-2. How much time do I spend dialing for appointments each day? Do I block out time to call on my calendar?
-3. Where am I getting my LEADS from?
-4. How many times do I attempt to reach a person before i decide they aren’t a prospect and I move on?
-5. How many new people do I call each day? People I’ve never attempted to reach before?
-6. How many people am I calling from my database that I’ve called on five, ten, fifteen times but have never bought from me? How do I feel calling on the same people who – even though they may be friendly – always tell me that they aren’t in the market?
-7. What are my annual sales goals? Quarterly goals? Monthly goals? Weekly goals? Daily goals?
-8. What daily activity must I generate to achieve these goals?
-9. “What’s keeping me from looking for new customers?” . “What do I do every day?”
-10. What process must I put in place to qualify my new LEADS?
-11. What ongoing sales effort do I personally perform each day?
Marketing Philosophy
-12. Can I put the attention to my intention to attract more new customers?
-13. What is my telephone prospecting process or marketing mix (including all the different type of approach I use and how they interrelate – i.e. direct mail, advertising, presentations seminars, telemarketing etc.)?
-14. Do I intend to do the telephone prospecting myself or do I intend to have a telesales executive? If so, what would be his/her primary responsibilities and duties?
-15. Do I have a written benefit orientated, features and advantages flow chart that I adhere to? If so, explain it:
-16. Is the flow chart based around asking specific questions and customer interactions?
-17. What is my best source for new business relationships?
-18. Am I fully maximising every single avenue for this business from that source? If no, why?
-19. What are the processes I have used to attract my existing customers (those that have produce the best results to those that produce the worst)?
-20. What is my biggest telemarketing challenge currently? Explain it as fully and honestly as possible.
Unfair Advantage over My Competitions
-21. In my telephone prospecting calls, am I doing everything just a little bit better today than I did it yesterday to create ‘an unfair advantage over my competitions?
-22. In prospecting for new business relationships, what one thing can I learn do better than your competition?
-23. How can I let the world know about my advantage over my competitors?
-24. What steps am I going to take to improve it?
-25. Who are my competitors?
-26. What do my competitors offer that I don’t?
-26. What methods do I need to take to offset their advantage?
Disclaimer: We’ve suggested techniques and ideas that have made us more appointments and face-to-face meetings and are known to work for other people. However, there’s no way that anyone can be certain about the outcome you’ll experience and no warranty is given or implied in this conversation guide.
