Not all telemarketing calls are received favourably mostly because prospects are busy, they don’t want a sales pitch and they receive many unwelcome, unsolicited calls. So, it is important for us to get the prospect on our side as quickly as possible. With this in mind, here are five telemarketing pitfalls to avoid. So don’t…
Apologise for calling
In psychology this is known as “priming”, if your opening line to the prospect is negative in any way, it will put your prospect on guard and set the tone for the rest of the conversation. Don’t apologise for calling because firstly you are not sorry and secondly an apology implies that you have done something wrong. If it sounds like it might not be the best time for the prospect, it’s much more positive to ask if it is a good time to talk; the word “good” will prime their brain for a positive conversation even if it’s not a good time and you need to call back.
Use jargon you don’t understand
Using industry specific jargon can make you sound more authoritative and knowledgeable about the service you are promoting.However if you use jargon you don’t understand, it’s guaranteed you will get caught out by the prospect. Not only is this embarrassing and difficult to recover from, it will also tarnish the client’s reputation.
Make promises you can’t keep
There is only so much in your control as a telemarketer. If you promise to send an email, call a prospect back or get back to them at a certain time or day, make sure you are able to deliver that promise to the best of your ability. Don’t make promises about things you have no control over such as the cost of the item or service; never promise to do a better deal than the competition because you simply can’t guarantee this will happen.
Interrupt the prospect
It’s important to gather as much information about the prospect and their needs as possible, so if you ask them a question, allow them enough time to answer fully without cutting them off. Equally if you interrupt the prospect you will sound uninterested and rushed, which will make the prospect feel undervalued and minimise your chances of generating a lead.
Forget to gain valuable information
If your call can’t be put through to the decision maker, ask if there is someone else you could speak to or if they have a direct line / email address you could use to contact them in the future. Of course this doesn’t always work as gatekeepers can be very guarded about the information they are allowed to share, but if you don’t ask you don’t get.