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7 Telemarketing & Appointment Setting Tricks That Work!

Seven Proven Telemarketing & Appointment Setting Tricks That Work!

Are you having trouble getting your telemarketers or sales people to set appointments? Try out these proven methods to get immediate results for your business!

1. Act like you already know them.
Your script should read like this:
“Hey, ________ (prospect)?!?! (sound like you would when calling your friends!). You don’t know me but this is __________ (your name) from (your company) and I was calling you about _______ (objective of phone call).

The purpose of this is to catch them off guard. If someone calls me on my cell or at the office and asks to speak to “Mrs. Smith” I am immediately putting my guard up. If someone calls me and says, “hey Mary?!?!!!” I think I already know them. That is a huge step in the right direction when it comes to phone work.

2. Smile!
I know this sounds simplistic but it is so important I had to include it. You project what you are thinking whether you like it or not. Imagine your mom calls you. All she does is say “hello”. It is easy for you to tell by the tone and timbre of her voice if she is upset, excited, nervous or scared. The same thing goes for you. A smile transfers over the phone. Smile. Every single phone call.

3. Dress for Success
You don’t have to put on a full suit and tie but if you are trying to make phone calls in your pajamas, that reads over the phone. If you are dressed for work, it shows! It is the tiny nuances in phone calls that can spell disaster or success. This is one of those tiny things that makes a big difference. I love my PJs as much (or more) than the next guy but I sound completely different on the phone when dressed in a suit than I do dressed to cut the grass. Dress the part. It pays off.

4. Create a Sense of Urgency
A “do it now” mindset really helps propel your business. Push for the first appointment time you have available, the sooner the better. Like NOW. Like today. Fudge a bit and say you have an unexpected opening in your schedule. Records show that any appointments scheduled for more than 3 days away are far more unlikely to happen than something scheduled for today or tomorrow. Make it happen NOW.

5. Be Enthusiastic
This may be something you already know. The thing is, is it something you are already DOING? Probably not. Between me and you, I really HATE phone work. Without telemarketing, my business would be non-existent. It is a necessary evil. To generate enthusiasm, I envision myself actually on the appointment, making that sales call. I drink coffee. I read jokes. Whatever I need to do to put myself in that enthusiastic happy frame of mind, I do it. It works!

6. Have Your Objections Prepared
Every industry has standard objections. Have your objections planned and prepared. Make sure you focus your objections on getting the appointment secured and not on them buying or not buying your product or service. A generic one would sound like “I know you are not in the market to buy right now but if you could give me ____ minutes of your time, I’d like to show you how XYZ product can help make your life easier.”

We all know that the secret to sales is just to be able to pitch your product or service. By telling them you “know” they aren’t buying, they are actually more inclined to do business with you once you get in the door because they don’t feel pressured. People don’t buy under pressure.

7. Call to Action
Immediately following any objection and your response to the objection should be “I have an appointment available at _____ (day/time) or (day/time). For example, “I know you are not in the market to buy right now but if you could give me ____ minutes of your time, I’d like to show you how XYZ product can help make your life easier. If you are interested in learning more, I have an appointment available this evening around 4 pm or would tomorrow around 1 work better for you?”

Offering two different dates and times changes your prospects mindset about IF they are going to let you make an appointment to WHEN you are going to set the appointment. It works!

BONUS SECTION
I know I promised seven but I had more and kept going!! I hate making phone calls but I love the results!

8. Name Drop
Whether you talk about previous high-profile clients or people that they know if you work off of referrals, drop those names! This gives you credibility. Mention clients you have dealt with in the past in an offhand manner. For example, “_________ (impressive name) sat down with me last week and was really impressed with the results. I’d love to show you what my gizmo could do for you!”

9. The “On My Way Home” Trick
This one is a gold mine for late day appointments. Use all of the above methods and just add in “I could come by on my way home and make it a quick one. My (husband/wife) is expecting me home early so I will have to make it a quick one!”

Believe it or not, this works more than most anything (I’m saving my best material for last). When your customers perceive that you are just “swinging by” “on your way home”, they are much more relaxed about the appointment which means they are much more likely to buy whatever product or service you are selling!

10. Use Your Contest
Most all sales companies and telemarketers are in a daily, weekly or monthly contest. USE THIS! Let your potential customers know they are helping you by just letting you meet with them. Even if you aren’t getting contest credit for the appointment, more appointments leads to more sales so it does help you.

In a telemarketing conversation it might go like this (using the previous successful methods as well) “Mr. Prospect, if I could swing by on the way home, not only do you get to see what awesome thing I have to show you but you also help me earn credit for my most awesome contest I am in. If you can help me out, I have an appointment available this evening at ____ or tomorrow at ______. I appreciate your help so much and I promise, you don’t have to buy a thing!

11. Squeeze You In
This is the last one and it’s my favorite. You have probably seen this one before on my blog and that’s because it really works. That little phrase “squeeze you in” makes so much money it’s unreal!!!

After you have implemented everything from above, just add “I can squeeze you in tonight around 5 or tomorrow around 1. My schedule fills up really fast but I know I can guarantee those times. Which works better for you?”

PS. You may have NOTHING on your schedule but you NEVER want your customers to know it. Busy people make things happen. Be busy!

As an award-winning phone room / telemarketer manager for over 5 years, I know these methods work. Whether for an individual sales person or for a marketing or phone room manager, try some of these for a day or two and see the positive results you get. Above all, HAVE FUN!!

Fun and Funny Holidays Your Company Can Celebrate

Fun and Funny Holidays Your Company Can Celebrate

People like to have fun. Sales people like to have even more fun!

What’s more fun than celebrating some obscure holiday nobody even knows about? I mean, Christmas and Easter are easy to create sales contests around but what about my personal favorite Talk Like a Pirate day? It is traditionally celebrated on September 19th. Imagine your sales people going around the office talking like a pirate! Too funny!

On a more practical note, you could encourage your guys to contact all of their sales leads that start with “arrrrr”. It’s all about having fun!

Here’s a list of some other obscure and fun holidays your sales team can have fun with:

January 19th – Popcorn Day
Have your sales guys offer a free bag of microwave popcorn to your customers to celebrate the holiday! I promise, your customers will get a kick out of it too! Plus, they get to have a snack on the house! Or how about a freshly popped bag of popcorn for every customer that comes in that day?

February 26th – National Pistachio Day (its nutty!)
Have your sales reps follow up with their “nuttiest” customers! How about getting your sales reps to “get out of the box” and do the scariest thing they can think of when it comes to sales? Maybe have them go completely “nuts” and challenge them to knock doors?

March 14th – National Pi Day
Contest your telemarketers to make 314 phone calls. Challenge the whole sales team to bring in 314 sales leads. Bonus sales that have the number 3 1 and 4 in them. The possibilities are endless! Have an actual pie at the end of the day for the sales people who rose up to the challenge. Everyone loves pie!

April 13th – Scrabble Day
Have each sales person draw a scrabble tile. Whatever letter they draw, they target prospects beginning with that letter. I pity the poor guy who draws a “Z”. If someone draws a blank tile, they get to pick whatever letter they choose! You can find extra scrabble tiles at Aamazon.com here( Scrabble Tiles (100 Letters Tiles))for less than five bucks.

May 11th – Twilight Zone Day
Twilight Zone is the “5th Demension” Use this to get your sales team to do something “weird”. Maybe you could have them go out of their “zone” and do something that makes them uncomfortable like making phone calls or go cold calling. Contest the weird activity!

June 18th – Go Fishing Day
What a fun holiday! You can use this to have your dealers go “fishing” for new leads! Each fresh “fish” could be a $5.00 prize. What if you have your sales team go “fishing” through their sales leads and each appointment set is a prize? Have your sales manager dress up in fishing attire!

July 21st – National Junk Food Day
This can be fun in so many ways! How about offering your potential customer a free bag of chips (in celebration) just for setting an appointment? You could reward each sale made that day with a big order of nachos from the nearest Mexican restaurant. How about a pot luck junk food party? Each sales person could bring their favorite junk food and everyone shares after your daily sales meeting. Definitely a winner in my book!

August 27th – Just Because Day
This is the day your guys get to do what they want… Just because! It could also be the day YOU celebrate your favorite thing “just because”! A great way to celebrate this day is to donate a certain amount (maybe 5% of the sales total) to your sales people’s favorite charity for each sale made that day “just because” you care. People are more likely to do business with your company if they know you care about charitable organizations.

September 1st – My Birthday (also the 22nd is Elephant Appreciation Day, no relation)
How about free tickets to the local zoo? What about challenging your sales personnel to take on their “biggest” client and land a big sale? A prize for the biggest sale made that day? This is one you can surely have fun with!

October 5th – Do Something Nice Day
This is a great one! Who doesn’t want to be recognized for doing something nice? This would be a great day to have your sales reps write thank you letters to their last 30 customers! You could offer a special “Do Something Nice” discount for your customer’s for that day. Another idea is to have a drawing for each sales rep that completed a sales call to be in a drawing. You draw out one sales persons name and give that person a free gift applicable to your business. What about a free tank of gas or a free dry cleaning? Little things go a long way with contests like these.

November 6th – Marooned Without A Compass Day
I am in love with this one! Have a sales meeting and have all of your guys imagine what it would be like to be stuck in a strange location without a compass and their objective would be to make sales happen in order to be to be rescued. What is the one thing they would want to have with them?? Is it fresh leads? A good phone script? A hot prospect? This makes such a good sales meeting!

December 7th – Letter Writing Day
Actual written correspondence has become a thing of the past. The benefit to us sales people is that it is now almost guaranteed to be read. Think about it. We all get those emails we just delete and that junk mail we throw away. When we get an actual hand-written piece of mail, we open it!

Have your dealers write 10 actual letters to potential or past prospects and watch them get results! Make sure you cover the postage too!

Have you had fun reading through some of the crazy holidays we have? I know I had fun researching them! Believe it or not, there are literally hundreds of more crazy fun holidays! Make the most out of all of them!