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TELEMARKETING IS THE KEY TO SUCCESS
I've Created a "System" for You
“Systems Run Businesses and People Run Systems” is a quote by Michael Gerber, author of The E-Myth (which I highly recommend) and is a way of doing business that will make you very successful. My service provide the tools for your sales system, you just need plug-in the people to run it.
Over the years, my subscribers and I have tried to utilize construction leads like the ones I provide in many different ways, including direct mail letters, postcards, cold-calls, emails, etc., with varying degrees of success and results. But it always comes back to making the phone calls. They always generate the best results, by far. Direct mail and email are a nice addition to making the calls and do establish your company name and make you look more professional, but you still have to make that phone call to generate the opportunity to make the sale.
It's a Numbers Game
Selling, is and always has been, a numbers game. The ultimate number is the one that relates to profit…was the money and time you invested worth the profits generated? Here are the numbers I am generating for my clients that have hired me and my other telemarketers to generate appointments and sales for them:
10 Calls made per hour: This includes making the call, recording the results in the database, sending a mailer and / or email and recording the results on the call tracking form.
2 Prospects reached per hour: This is either the owner, contractor or architect. The script is delivered and the prospect is either interested, we’re too late, or they are not interested.
1 Prospect interested in what the subscriber has to offer: After delivering the message, the prospect is interested in what the subscriber has to offer and either makes an appointment to meet them or requests info be sent, which requires another follow-up call to the prospect.
If the prospect is interested in meeting the subscriber, we set the appointment and notify the subscriber with all the details. Then the subscriber takes it from there.
Ultimately, we are able to generate 1 sales opportunity for every 10 calls we make (10%).
Eight out of ten calls (80%) are no answers, answering machines, wrong numbers or the person we are trying to reach is not home.
Half of the people we talk to are interested in what the subscriber has to offer…that’s 50%!
Invest Money to Make Money
Here are the pieces of the system you’ll need to get your telemarketing system started:
1- Someone to make the calls. Whether it’s you, a sales rep, an office person, a family member, someone you hire from Craig’s list, or a Construction Insider telemarketer.
- You need a simple SCRIPT that introduces the caller, your Company, what you do, identifies the person who answered the call and delivers a question that leads to the opportunity to make an appointment
- Someone who WANTS to make the calls
- Someone who is WILLING to do it on a long-term basis
- Someone who has a nice phone VOICE and MANNERS
- Someone who has good KNOWLEDGE of your company and products
- Someone who can CLOSE for the appointments and sales
- Someone who can RECORD the RESULTS on the computer or sales binder
- Someone to send the MAILERS or EMAILS
- Someone to keep track of the results of the calls so you know the “numbers”.
2- The Construction Insider Gold Report, Excel Report & Label Reports
Highlight the projects that you are interested in
3- Create a mailer – either a letter, brochure or postcard
4- Create a generic email letter that the telemarketer can send to the prospect after they have talked to them. Include references and your website link.
You can either do this yourself or Construction Insider can do it for you. Either way, this is what needs to be done to create a system that will convert the Construction Insider leads into a constant flow of new sales.
The following article was posted on the internet. I wholeheartedly agree with what it has to say:
IMPROVE YOUR COLD CALLING SKILLS
Five Telemarketing Techniques That Will Transform Your Business
Want to improve your cold calling technique? Follow these five simple steps and you'll more of your prospects talking and buying!
Cold calling is a necessary part of building most businesses. At some point in their careers most sales people face telemarketing challenges. Apply these simple cold calling tips and techniques and you'll be a telemarketing success.
1. Be Clear When Cold Calling
Successful telemarketing begins with knowing your purpose before you initiate the call. Are you trying to find out the name of the decision maker? Do you want to send information? Do you want an opportunity to pitch your product or service? Are you conducting a survey? If you know your purpose in advance you'll communicate the right message in subtle, subconscious ways. You'll be more confident and everyone knows that confidence wins mindshare, which is what sales is all about.
2. Be Prepared for Each Cold Call
One of the best kept secrets of telemarketing is to know your script. Cold calling is a numbers game and the only way to skew the numbers in your favor is to be prepared. Confidence in your purpose and control of your message shows your prospect that you are a professional and that your product or service is of value. If you like dial tones read from the script, but if you want to transform your business know your message cold.
3. Be Efficient While Telemarketing
They're called cold calls for a reason. Even if the message is welcome it's an interruption to what your prospect was doing before they answered your call. Show them that you respect their time and yours. Get to the point. Project confidence. Be upbeat. Smile and walk around if you need to. All of this will come across in your tone. Use colorful, motion-oriented language. Transfer your enthusiasm to your prospect and you'll find more enthusiastic buyers.
4. Be Interested and Interesting During Cold Calls
Prospects are used to the sales pitch. In fact they've all-but become immune to it. When you call, grab their attention with power words that provoke interest, then try to get them talking about themselves. Take notes, then use what they said as you relate the reason for your call. People will care what you know when they see clearly how it applies to their life. Remember
that people don't buy products, they buy results. They want better, faster, stronger, more efficient, saves time, saves money ... you get the picture.
5. Be Someone They Want to Call Back
Voicemail isn't a dead end. Too many telemarketers lose opportunities by not leaving messages for their prospects via voice messaging systems. To catch attention on voicemail begin with the end in mind. You want them to call you back so leave your name and number. Tell them to write that down. People write numbers when they are dictated anticipating that the information might be necessary. Use that to your advantage. Next state a compelling reason
why you're calling and an even more compelling reason for them to call you back. Project confidence but don't sound slick. Finally leave your name and number again in case they didn't get it.
SAMPLE TELEMARKETING SCRIPT
Hello, is this (prospect name)?
Hi ________, this is (your name).
and I represent (your company name and city).
We specialize in (your products and services).
I see that you are about to start (type of construction project).
Have you selected (a contractor or company for your product or service) yet?
(Wait for them to answer and take it from there.)
Goals of Telemarketing call:
- Identify the person you are talking to. It must be a decision maker.
- Identify yourself and your company.
- Tell them what you do.
- Let them know you know about their project.
- Ask them a yes or no question that tells you what you want to know.
- If they ask how you found out about their project, tell them that you got it from a search on the internet for construction projects. It diffuses the problem of how you know about it. That’s where we get the info, so you are telling the truth. All the info we get is public information.
Downloadable Sample Call Tracking Form
Downloadable Sample Introductory Letter