Tag Archives: cold calling

Career Highlights

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I got my start in marketing back in 1994. Since then I have generated OVER 1B in revenue for clients globally.

My expertise includes Facebook Marketing, Business Plans, Lead Generation

Main Highlights (Short Version): 

2018: For a translation company in AU that I have been working with for 3+ years, one of the Qualified Leads I generated recently is in the value of 500K per year.
2018: After a 3 year stint for an RSL Club in Sydney, I generated over 36,000 leads in 3 years, at a $5 a year membership, that equates to close to $185,000 in revenue over 3 years.

2017: Got International Distribution Rights for Creatives On The Couch.

2016: Foreign Book Rights sold for one of our authors.

2014: Acquired 5M+ in deals for a Franchise Broker.

2011: Achieved in excess of $500,000 in leads and sales over a 12 week period for a cleaning company.
2011: For an Acai Berry weight loss client Calls resulted in over $70,000AUD in sales.

2010: For a Real Estate agent in a Melbourne, I was contracted to call 3,300 numbers from a generic database, focusing on one suburb. In 32 days I dialed 3,300 numbers and identified 41 home-owners interested in listing their property for sale, at an average valuation of $550,000AUD each, which total in excess of $20 Million in valuations for the client.
2010: For a company that specializes in Greeting Cards to charities, I generated 34 Qualified Leads in a week, including a proposal valued in excess of 180,000GBP. ($230,000USD).

2009/2010: For a Real Estate Business in Wellington New Zealand, in a 3 hour test pilot in Cold Calling I was able to generate the interest of 2 households that were interested in listing their property for sale with the Realty office. In the month of January 2010, the calls resulted in a further 6 home-owners interested in listing their property for sale, at an average valuation of $300,000NZD each. The result of my calling lead to a 3 month contract with the client which resulted in 92 leads in 12 weeks.

2009 and back to 1994 – Generated over 500M for clients globally. These include (most memorable first):

  • 1990’s – 1M in property sales in 30 days for a company that sold “off the plan” deals in NW QLD
  • 1994 – Generating 100+ appointments a week for a company that sold Education Plans and Funeral Funds
  • 2007 – 2008: Adler Group – Generated over $300,000 USD in verified sales.
  • 2006: For a Septic Tank company, generated close to $400,000 in revenue in 4 months
  • 2001 – 2004: For CRI, I generated $100M in deals over the 3 years, and went from being a PT employee to being 3rd in rank of the company.
  • 2002 – Honorary Chairman of the United States Republican Party – Ohio Division.
  • 2002 –  Honorary Chairman of the BAC (Business Advisory Council) – Ohio.

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CONSULTANCY HIGHLIGHTS

2019

  • RTO Company – As part of a current client campaign have been generating qualified leads for clients on an ongoing basis.
  • Translation Agency – Australia – Contract has been ongoing for 3 years. In that time have seen a steady flow of leads generated, with results seeing an average of 10 new qualified leads a week. Handling the initial cold call right through to Emailing the prospect, updating the CRM with new data.
  • For a UK client on Fiverr, have been generation qualified leads and appts for a food delivery app. Target market has been fast food chains.
  • For a few one-off clients on Fiverr, have been asked to develop a unique sales script for their businesses. The turnaround time for a sales script is normally 3 days, which I have done in 1 business day.
  • On PeoplePerHour (PPH), I have worked with 9 various clients during 2019 for one off campaigns, such as data harvesting, lead generation. All of these 9 were completed successfully.
  • For a client in Norway, was asked to cold call businesses in UK of a test of 7 hours. Project was successfully completed.
  • For an Aviation directory, was contracted to develop leads and sales for their company. Over a month I generated a number of qualified deals for the company until the project came to a close.

2018

  • For a company in Brisbane, was asked to identify 120 contacts using Netphone, LinkedIn, and other methods within a week. Using netphone, Skype and LinkedIn Premium, we managed to accomplish this in 2 days.
  • For a repeat client in Brisbane who runs Small Business Workshops, Chris generated 19 qualified leads in a total of 8 hours spanned over 2 weeks.
  • For the RSL client in Sydney, contract came to an end after a 3 year run. Over 3 years the total number of leads generated for Win-Backs, New Leads and New Business Leads was 36,802 verified leads.
  • For a Gym in Manila, Grace is contracted to call on incoming leads to generate Appts and Verified Leads. In 35 hours of calling so far, the campaign has resulted in 30 Verified Appts plus 37 Incubator Leads.
  • For a business in Sydney, Grace was contracted to call on Driving Schools for a marketing firm. The calls Grace did resulted in 8 Leads and Appts in 10 hours.
  • For a repeat client in Sydney that works with the CMA, I was asked to verify the HR contact for 170 clubs. This resulted in verifying all 170 contacts through cold calling. For the same company I was asked to follow up attendees for a few events they put on. This resulted in 26 more clients for the company.
  • For a client in South Australia: Contracted to generate leads, meetings, and demos for a software company in Melbourne. In 3 weeks I generated 12 web demos and F2F meetings.

2017

  • For Stride Group, I was hired to generate interest and leads for their Coaching & Mentoring services. 3 days cold calling resulted in 27 qualified leads for the company.
  • For Measureit.com.au, I was hired to call a list of 133 painters. In 213 total calls, I generated 23 qualified leads for the client in a total of 42 successful calls. (Strike Rate: 1: 1.8 Calls)
  • For the same Translation Agency, the work has been continued through 2017, where I generate new leads and sales. The ongoing work is seeing 30 to 40 qualified leads each week. From September 2017, the focus changed to Govt Depts, which as seen 10 Qualified Leads a week, PLUS conversion on Govt Translation Quotes.
  • For the same RSL client, the contract has been ongoing, and has seen an increase of memberships to date has been 35%.
  • For a school campaign O/S Chris was asked to identify key contacts. In 3 weeks this saw 360+ key contacts to schools
  • For a small business in Hong Kong I was asked to identify key US buyers. In 5 hours I was able to identify 5 key buyers for an untested product

2016

  • Creator/Director/Executive Producer of Season 2 of “Creatives On The Couch
  • Director/Executive Producer of the comedy series “Bogan Bachelor
  • First publishing company to release V-Book on Oculus Rift.
  • Sold book Rights for an author of ASJ Publishing for an initial run of 3,000 books.
  • For a one-off client was asked to call 340 prospects over 1.5 days to generate interest for their upcoming Seminar on Nov 30. In a total of 10 hours calling I called all 340 prospects and generated 104 confirmed leads from executives who work in the Fortune 100 of Australian Companies.  (Strike rate 10.4 Qualified Leads per hour)
  • For a repeat Translation Agency client, I have been contracted to call 2,500 prospects to generate Intel Gathering, and identify “Hot” prospects. To date, this has resulted in over of $10K in sales in 4 weeks.
  • For an RSL client, I was asked to call on past members for their “Client Retention program“, as a test over 1 month. The test phase was so successful that it generated over 40% in renewals, which lead to an ongoing contract which has lead to over 1Million in deals for the client to date.
  • For a business training company, I was hired on Upwork to call 250 locksmiths in Sydney region. All calls were completed in 4 days, and generated 43 verified leads (Strike rate 1:5.81 calls)
  • Arranged several book signings for authors of ASJ Publishing at Dymocks, for authors such as Danielle M. Maistry, Max Davine and C.A.Milson.
  • Formed partnerships with a few Dymocks stores in Melbourne, Australia for ASJ Publishing, and arranged one of many book signings for C.A.Milson (my pen-name)
  • For a gaming compliance company in Australia, I was assigned to call hotels and generate leads for their campaign. In 5 hours I was able to generate 24 leads. (4.8 leads an hour)
  • Arranged for ASJ Publishing to be a partner of the One Act Play Festival in Melbourne.
  • For a client on PPH (PeoplePerHour), I was asked to generate leads from their Fortune 500 list. In 50 calls, I generated 8 qualified leads for the company. Client placed a re-order of 50 calls which resulted in 7 leads and 1 set appt.

2015

  • For a medical company, I was asked to do 2 rounds of calls to qualify participants for clinical trials
  • For a repeat client (Migration Firm) I was contracted for 8 weeks to generate leads from a German Business Directory. The campaign ended with 502 successful calls (Connected to correct person/business), and resulted in 63 qualified leads. A conversion rate of 1:7.96 calls
  • For a long term client I have been involved in the marketing and development of their business, which specializes in client retention for clubs in the gaming industry.
  • For a new client I was hired to generate leads and meetings for a speaker who is a regular contributor to the CMA magazine. I was also part of their internal training day in Sydney when the client flew me up to his HQ in Sydney in June 2015.
  • For a training firm in Tasmania, I was contracted to generate interest in their training sessions for HR managers.
  • I presented award for the Best Playwright of 2015 at Peridot Theatre.
  • For Dario, I was hired to generate sales for their Glucose Meter. This resulted in 60+ sales over 6 weeks.
  • Book signing at Brimbank Shopping Center
  • Creator/Director/Executive Producer of the TV and web series Season One“Creatives On The Couch

2014

  • For a Business Broker, myself and 1 other person on my team generated over 320 Qualified Leads of business owners (Franchises) that were in the market to list their business for sale within 12 months. A further 200+ leads were generated with prospects that were in the “Warm” zone, which resulted in over 5M in accounts for the client
  • For a repeat client, I was asked to generate interest with businesses for Translation Services. The contract went from January til July. During that time I personally generated over 410 leads and quotes.
  • Author of “Tips For Freelance Telemarketers
  • Created and released a full training course on Udemy for telemarketing training.

2013

  • For a client in Chicago, we were asked to convert their book into ePub format and list on iTunes. We did this successfully within 5 business days.
  • For a printing firm in NZ, I was asked to make 50 B2B calls, to measure the interest in “Transparent Business Cards”. The prospects were called on December 19th 2013, and of 50 calls made, I generated 9 qualified leads plus 1 sale.
  • For a repeat client in Adelaide, was contracted to generate meetings for an Accounting firm.
  • For a client in Sydney, was contracted to call 200 businesses to generate leads.
  • For a company in New Zealand, was contracted to generate interest in their VAR Program. Over 6 weeks, I generated 40 leads.
  • For an Australian Bank, I had a six month contact to call customers of the Bank, which was 230 surveys each month (20 – 30 hours / mth). Each month all calls were completed, with a participation rate ranging from 85% to 92%. Contract ended in December 2013.
  • For a one-off real estate investment seminar, I was asked to call prospects in SE Qld. Taking the initiative, I also send out an SMS blast to the prospects. Contract ended due to the project was in the run-up to the national election, and client had no more funding.
  • For an occasional client, my team was asked to develop a series of Book Covers for the Kindle books.
  • For a Health Provider, I was asked to call their “Opt In” list and verify if the prospect wanted to remain on their list. The list was completed in 2 weeks.
  • For a speaker, was asked to format, spot-edit, and release their book on Amazon.com, and develop an effective book trailer.
  • For a compensation law firm, I was asked to call their list of prospects and schedule meetings for their law partners. This campaign was done over 2 weeks, and resulted in 16 meetings.
  • For a repeat Canadian client, I was asked to generate meetings for their visit for a Mobile App.

2012

  • Launched ASJ Publishing. An indie publishing firm
  • For a company that sells “digital pens” we were contracted for 8 hours to generate lads with Service Managers. In 8 hours, 24 qualified leads were generated.
  • For a “Test & Tag” firm, in 30 hours a total of 72 qualified leads and quotes were generated.
  • For a school campaign I generated in excess of 300 leads for a private client over 4 weeks.
  • For an Oracle client, I generated in excess of 40 leads in 60 hours of work.
  • For the same Translating Firm, I generated 434 leads over 12 weeks, which ended with the call rate of generating 1 lead in every 1.7 contacts made.
  • For a Translating firm, Chris was contracted to generate new leads in a test phase over a few days. The client was very satisifed with the results that it turned into a 3-month contract.
  • For a one-off independent sales agent who offers Paging systems, I was contracted to generate interest with the hospitality industry in the Melbourne region. The campaign generated 5 meetings in 3 days.
  • For a private client who offers SmartPhone Apps for Salons, I was contracted to generate leads and meetings for a sales agent. The results lead to more work on a sporadic basis.

2011

  • Film Director of the spoof/mocumentary comedy “The Telemarketers”
  • For KHM Accounting firm in Australia, was contracted to generate new clients, with the target being 3 meetings a week. I surpassed that quota by setting 5 or more meetings a week
  • For a martial arts business, I was contracted to improve their community awareness by lead generation and facebook marketing.
  • For a Commercial Cleaner in Sydney I generated in excess of $500,000 in leads and sales over a 12 week period
  • Contacted in early 2010 for Acai Berry weight loss client to handle their Customer Service calls. Project lasted from April 2010 til November 2010. Calls resulted in over $70,000AUD in sales.
  • For a repeat client in Australia, I did Quality Control on their marketing list to verify 3,000 records.
  • For a Pharmaceutical company in Australia I was asked to generate leads for their American branch.
  • For an Opal company, I was hired to generate new leads for their company on a test basis.
  • For a Petfood company in NZ, I was hired for 2 months to generate new sales from a list of previous buyers.  In 2 months I generated 92 win-back leads.

2010

  • Conception of ASJ Publishing.
  • For a Real Estate agent in a Melbourne, I was contracted to call 3,300 numbers from a generic database, focusing on one suburb. In 32 days I dialed 3,300 numbers and identified 41 home-owners interested in listing their property for sale, at an average valuation of $550,000AUD each, which total in excess of $20 Million in valuations for the client.
  • For a software client in London, I generated 51 qualified leads in 40 hours, which lead to an ongoing monthly agreement with the client.
  • For a client in the UK, I generated a face-to-face meeting with the head buyer of Collections at Buckingham Palace which resulted in a large account for the client
  • A real estate developer in the Mid-East I generated renewed interest with people for purchase of a new villa development in Iraq.
  • For an Australian company that does Hosting I generated 15 leads and 1 sale in 8 hours, which lead to an ongoing agreement with the client.
  • For a US company that does Web Hosting and Design I generated $1200AUD in proposals and sales in a one-day test trial to the Australian market.
  • For a company that specializes in Greeting Cards to charities, I generated 34 Qualified Leads in a week, including a proposal valued in excess of 180,000GBP.
  • For a software company in Europe I was asked to verify details of 500 records. It took 15 hours to call all 500 records.
  • For a client in Dubai, I was asked to call retail businesses for an online promotional website for the DSF (Dubai Shopping Fest). In 20 hours of calling I generated 16 qualified leads and 9 meetings with business managers in Dubai.
  • For a client in the UK that specializes in merchandise for the Heritage market, I generated 156 qualified leads in 17 days, and my marketing efforts secured a meeting with one of the biggest gift shop franchises in the UK.
  • For a marketing firm, I was asked to work through their old data to try and generate leads as it had taken them months to get 10 meetings. In 20 hours I generated 36 leads and 3 meetings.
  • For a Paper Mill client in Hong Kong, I was asked to call publishers in the UK and source new prospects on their behalf. In 20 hours of calling I was able to generate verified interest with 40 publishers.

2009

  • For a Real Estate Business in Wellington New Zealand, in a 3 hour test pilot in Cold Calling I was able to generate the interest of 2 households that were interested in listing their property for sale with the Realty office. In the month of January 2010, the calls resulted in a further 6 home-owners interested in listing their property for sale, at an average valuation of $300,000NZD each. The result of my calling lead to a 3 month contract with the client which resulted in 92 leads in 12 weeks
  • In a two hour test pilot for an Internet Resort Company in the USA, I generated 15 qualified leads through Cold Calling by identifying the Buyers Name / Email & Position at the company. In 98% of calls, I was able to speak to the Target Prospect and generate their interest in the service. This lead to doing more cold Calling for the prospect in the US, Egypt and Dubai.
  • Contracted by a company in the UK to call prospects in India to sell them rights to become an “agent”. 8 hours on the phone produced 10,000GBP in sales. Campaign ceased when it was discovered that the client was a fraudulent company.
  • Contracted to generate leads for a Call Center that specializes in outsource technology. In 20 hours I was able to generate 15 qualified leads through sheer cold calling to major large corporations in Nth America.
  • For a marketing business in Australia, I was contracted for 8 hours to generate awareness of their services. In 8 hours I generated 23 leads with potential clients that were interested in their marketing services. This in turn lead to an ongoing agreement with the client, on a sporadic basis.
  • For a recruiting agency in Ireland, over a period of 2 weeks I was able to generate approximately 80 leads, targeting VP’s and HR Directors, which in turn has developed into an ongoing monthly agreement with the client.
  • For a removal company in the UK, my task was to generate new interest in a struggling market. Over the course of 12 weeks I was able to help identify new clients, raise awareness of the company, generate new leads.
  • Economic University of Samara – was asked to develop and teach a seminar on Spend Management to the Universities Euro clients.
  • Kirby – Samara Head office – was asked to train their call center personnel to improve the conversion of calls to sales.
  • Interview Feature in Monitor Magazine Russia

2006 – 2008

  • In September 2008, I was hired on contract by Corporate Research International to recruit “Mystery Shoppers”. From late September to mid January, I recruited over 400 Shoppers.
  • In July 2008, I worked casually for a company in Sydney, generating Sales Appointments for Ariba that provides CRM solutions to Fortune 100 businesses that have a minimum annual spend of $500M. My quota was one meeting per week. During my contract, I generated 2 to 5 appointments per week.
  • April 2008 to August 2008, I worked on contract for a property developer in Sydney. My duties were to primarily market off-the-plan Vanuatu property to prospective buyers in Australia through cold calling and contacting members of Bartercard. In a period of 1 month, my hardcore marketing lead to four sales for the developer, achieving over $250,000 AUD in sales.
  • From the 4th Quarter of 2007 through to early 2008 I was on contract for a firm that wanted me to capture Data of all the real estate sales people in Australia, New Zealand, Singapore and Hong Kong. Over several months I was able to capture the emails and cell numbers of several thousand salespeople in 4 countries.
  • January 2007 to April 2008, I worked on contract for various motivational speakers across the US. For The Adler Group I generated over $300,000 US in sales. Each month I was generating at least 12 sign-ups at $795 per seat; And in the months that were Webinar Based Training, I was generating at least 10 sales a month at $1300 USD per person. I was paid a base salary of $900NZD a week, plus commission. My best month was August 2007, when I earned $10,000NZD in commission.
  • In late 2006 to mid 2007, I owned and operated the Social Club Network in Auckland (NZSC). The NZSC was a non profit organization and provided events in the Auckland region. In the time I operated the business, I put on several “Murder Mystery Dinner Events”.
  • (2006) I worked on contract for Effluent Services, based in New Zealand. Through my marketing I was able to win-over an additional 15% of competitors customers. Personally booked over 40 jobs a week, each job valued at approx $600NZD. In 4 months I generated over $380,000NZD in sales.

HIGHLIGHTS

  • 2009 – Released the book, Pick Up The Phone. A comprehensive guide to running a successful telemarketing campaign.
  • 2004 – Established market presence in the Australasian market for Shop ‘n’ Chek, and generated in excess of $10 Million AUD in sales in 2 years.
  • 2002 – Honorary Chairman of the United States Republican Party – Ohio Division.
  • 2002 –  Honorary Chairman of the BAC (Business Advisory Council) – Ohio.
  • 2001 to 2004 – I worked with Corporate Research International and through my hardcore marketing I helped generate in excess of $100 Million in leads, proposals and sales.
  • 2001 – For a mystery shop company, (Employee Evaluators), I focused in on specific multi-family housing companies and retail corporations. Through my telemarketing and lead generating, the client successfully signed up new customers, resulting in over $700,000 in new contracts.
  • August 2001 – Out of 200 candidates in a nationwide search, I was hired as one of the Telemarketing Managers for the NYC Opera. My duties were running a call center of 50 agents in a Subscription campaign that was $1Million a year. I was paid a salary, bonuses, expenses, accommodation and per diems.
  • 2000 – For Festech Software I successfully signed up 123 A-level executives for a MSTC training course in 17 days. This enabled Festech a further training budget from SquareD of $100,000USD.
  • 1998 – Trained 50 tele-agents in first phase of marketing business I owned. Also successfully negotiated a contract with a telecommunications company to market their long distance plan. Contract value at the time was worth in excess of $100,000AUD
  • 1996 – For a property developer I generated 200 qualified appointments in 30 days, which resulted in $1 million in property sales. The results that I generated for the company made me the manager of their call team.
  • 1994 – Started in the telemarketing industry by working for AIFS (Australian Independent Friendly Society Limited), an insurance company that specialized in Education & Funeral Plans. I was successfully generating between 60 to 80 appointments a week.
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Tips for Telemarketers

This page will provide you with some of the tips I have learned and reinvented over the years. Some of these methodologies are not new but there are some that I have perfected in my 15 years of being a Multi-national Cold Calling Expert.

Below I have covered some Basic Principles you will face when you are on the phone.

For more detailed training, please refer to Training Material.

Principle 1. The “Decision Maker is not available. Can I take a message” Objection – Okay. You have all heard this one. The Decision Maker (DM) is not available, (is in a meeting, is out of town, is on vacation, is on a call, etc) when you call, and Ms Gatekeeper will want to take a message, ask for your number or offer to send you to the DM’s Voicemail.
Fact: The Gatekeeper is the DM’s first line of defense to keep you from talking to them, the Voicemail is the DM’s last line of defense. These two factors will try and distract you from your goal and generating the sale.
Tip: Believe it or not, the Gatekeeper can be a powerful tool in your weapon to catch the DM.  Now when Ms Gatekeeper tries to throw you off-guard by wanting to transfer you to voicemail, what I say is, “Voicemail is fine. But one quick question. Would you know when DM is available? Is he/she in the office now or are they on the road?” More often than not gatekeeper will tell me exactly what I want to know, and when the best time to reach the DM. If the DM is on the road, then I ask to be transferred to the cell number. Sometimes I go one step further with the gatekeeper by asking for the DM’s direct line or their personal email.

Principle 2. You will never get the Decision Maker on the first call. – Yes this is true. In most circumstances, especially if you are dealing with a medium to large company, reaching the DM can be as frustrating as staring at a test pattern on TV all day. However, is need not be difficult or pointless. In my experience I can normally get through to the prospect by the 3rd or 5th call. It is a matter of timing, and by also applying Principle One mentioned above.

Principle 3. “Not Interested“. When a Prospect says no, don’t get down about it. In the past 15 years I have seen people quit telemarketing because they could not handle a simple “Not Interested” from a prospect.
Tip: Get over it and move onto the next call. In simple terms. DON’T TAKE NO PERSONALLY. The Prospect is not saying NO to YOU. They are saying NO to the product or service being offered. (And in my experience, NO is NEVER final). Fact is, while you may have the best product or service available, it may not fit into the company’s model right now. Budget is one factor, skeleton staff, little knowledge about the product/service, etc. Whatever they tell you to get you off the phone, simply Get over it, and move on. Yes, you will hear NO a lot. But that is life so deal with it. Whining or being upset about it just because the prospect said NO is not going to make you feel better for the next call. And as I said, in my experience NO NEVER means a final NO.
Hint: When a prospect tells me NO, I rebuttal them. Not once in every dozen NO’s but every time. I ask, “Okay you are not interested now but what I will do is touch base with you in say, 3 months to see how business is going and  see if we can help you at that point.” When I say that, do you know what the Decision Maker says to me? ….. Go on… Take a guess…  Give up?

9 times out of 10, the Decision Maker will say to me “Sure that’s no problem. Call me in 3 months and we will see how the situation is then“. See. No drama, no bad ending, but the start of a good rapport with the Prospect. And that is what you want. Building that rapport is vital for ongoing business with the client.

Principle 4. If you are trying to set an Appointment, never ever use the word appointment when you are talking to the Decision Maker. Instead, use the word meeting. If you want to use the word appointment, save that for when you call your local doctor or dentist 🙂 In the business world, the word meeting is more professional and it will get your sales person in the door. EG: Mr DM, Steve would like to get together with you for a meeting to discuss XYZ…. How does 10am for coffee at your office sound? (Coffee, you say? Yes. What Decision Maker does not like coffee? Besides, while remaining to the point that you are setting the meeting, it also adds the “no pressure” tactic to the sale. And that, in essence, does work).

Principle 5. I have the number one Golden Rule that should be applied in every call center. DON’T SOUND LIKE A TELEMARKETER! Nothing is more annoying than a person who sounds like they are reading from a script, even though they may not be. BE YOURSELF. Sure, you have a script you have to follow, but personalize it to fit what is best for you. Don’t sound scripted and don’t sound like you don’t know what you’re talking about.

Reading a script is a lot like acting. What movie have you seen recently where the actor/actress sounds like they are reading the script verbatim while performing? Answer is none. You will never see an actor or performer holding their script in hand while delivering their performance, and neither should you. Being a telemarketer is like acting. Like an actor, get to know your lines, and deliver your performance (just don’t get all Shakespeare on the pitch though) 🙂

Any actor/actress who has done/ had to do telemarketing will tell you that the same principle will apply. Know your lines.

Principle 6. Believe in the product/service being offered. Honestly, how can you expect the prospect to believe in the product or service if you don’t believe in it? Put yourself in the shoes of the buyer for a moment and think to yourself, would you buy the product or service? If you said NO, then how can you expect your prospects to buy from YOU if YOU don’t believe in it yourself.
Fact: If you want to sell the product/service, you need to SELL OUT or BELIEVE in it enough to make it convincing to the buyer.

Principle 7. Listen actively. Focus on the conversation you are having with your prospect and only on that conversation. Don’t focus on what your co-worker is doing; Don’t focus on reading your email; Don’t clean your nails when you are on the phone. You Listen and have a CONVERSATION. Put it like this: When you with friends/family, when you talk, do you expect them to listen, or would you like them to focus their attention on cleaning their nails or better yet, ignore you completely? You are HUMAN, and so is your Prospect. Treat the prospect the way YOU expect to be treated.

Principle 8. The 10 Second Rule. This one should be higher up on the list, as it is very important. On any Cold Call you make, you have 10 seconds at best to get your point across to the Decision Maker. Gone are the days when you could read through a 2 page script to get to the point of what you were calling about to begin with. Yes, I know some call centers will have a looooong script that reads like a novella, but the most important key you need to understand is this:

  • Decision Makers are busy. They do not have the time to listen to you ramble on about the company you work for. The prospect is not interested in knowing about how your company may have been “business of the year”, or “Sold x amount of products this quarter”. They can read all that in the company profile without your help 🙂

There are Four Key Elements a Prospect wants to know

  • Who are you?
  • What company do you represent?
  • What are you pitching? – Keep your pitch short. Get to the point of WHY you are calling
  • What’s in it for them? – Decision Makers will primarily want to know what you can do for them. Why should they choose you over your competitor down the street?

Stuck on how to pitch a prospect from Cold Calling in ten seconds or less? Use my technique.
Hi Mr DM, My name’s Chris. I’m calling from XYZ Company. Maybe you have heard of us. We specialize in ‘this and that’ products/services. You may have seen our profile on LinkedIn. Let me ask, have you heard of us?

(Pause for a second as the DM is forced to think and recall if they have heard of your company. Also More and more businesses and Decision Makers are using LinkedIn for referrals, so if the prospect has 50 or more connections, they may try and look up your company later on).

Then go on with the rest of your pitch. But keep it short, and be polite.

Principle 9. Always end the call on good terms. Never ever leave the call with “Thanks for your time have a nice day.” That is so cliché. Use this instead; “Mr Jones, what I will do is give you a follow up call in x weeks to see how you like to product/service and see if you have anything I can help you with.”

Principle 10. ALWAYS use their name. Listen to what their name is, and use it often. Do not overuse it, but use it. You do that and the prospect will call you by your name also. It also builds rapport.

These Principles are the things I have learned in the Telemarketing Game. And if you want to strive to become an effective caller, apply these Key Principles to your Cold Calling skills and test the difference for yourself.

Principle 11. Leave your problems outside of work. This is one of the most important principles in any work place, regardless if you work in an office or you are a freelancer working from home. Whatever issues you have in your personal life, leave them outside of the workplace. It only creates negative atmosphere for yourself and those around you. I hear this a lot, especially from those who are employed to “work from home”. Sometimes an individual is hired on freelance, and before they start a situation arises and they can not start for a day or a week. For such people I will say that although there are times when a situation will arise for a delay, think about this: Would you do the same if you were in a workplace environment? Would you tell the Employer that you cannot start because of personal reasons, or would you actually respect the job enough to turn up to work regardless of what was going on?

Principle 12. Working From Home is not for everyone. While many are called, very few have the tenacity and ethic to actually work from home. In the past ten years I have seen it countless times where an individual will be hired for a project, then not even start because of one reason or another. Believe me, Employers who hire “Work At Home” staff have heard every excuse you can think of giving them. Some excuses will be genuine, such as illness in the family, but also a vast majority of the excuses will be just that – excuses. Working from Home does not give an individual the right to not work. Nor is a person hired based on “you were the only person who replied to the posting.” Some Freelancers will not agree with me here, but the facts are evident. A lot of Home Telereps will not do the work because they don’t feel like it or they changed their mind or the job was actually to much like REAL WORK. Sadly, such people should not consider working from home as they lack real work ethic to do the job. One has to ask themselves WHY they wanted to work from home to begin with? Was it because you wanted more time with the family? More time with friends? Or was it because you didn’t want to be stuck in a 9 to 5 loop, facing the same thing day-in day-out? The thing with Working from Home means exactly that, WORKING from HOME. Working from Home is not an excuse to be lazy or sit on Facebook all day. With the vast ease of the internet, it is very easy for an Employer to see what you are doing, especially if you tell the Employer you were away all day but your Facebook status has been updated 3 times during the time you were meant to be working. If you choose to work from home, my advise is this: Show the Employer respect and do the tasks required. Be diligent and have the Ethic to do what you stated when you were hired. Working from Home takes Discipline, and Time Management. If you cannot Discipline yourself or Manage your Time effectively, then to be honest, Working From Home is not for you.

These things are a simple requirement for ANYONE who is considering being a Work From Home Telemarketer:

  1. Ethics – Have right Work Ethic.
  2. Discipline – You need to understand what Self-Discipline is.
  3. Time Management – Working from Home successfully means understanding how to effectively Manage your Time. If you have young children, ask someone to watch them for a while or have them in play group so you can focus on getting your work done.
  4. Reporting – Be Diligent in sending your daily report to your Employer. Nothing is more annoying when an Employer needs to call or email you for your daily report, only to find out you did not do the work or have not sent it yet.
  5. Cancellation – If you have a situation arise, inform your Employer so they know what is going on. It takes 2 minutes of your time to let them know what is going on. Inform them by Email or Phone. It is common courtesy so that your Employer knows what is going on. Put it like this: If you worked in an office, you wouldn’t just up and leave without telling your Employer. No, you would tell them the situation and then leave. This is no different.

For more detailed information you can check out the Books and other Training Material.

Remember, you are only as effective as you want to be.

Merchandise

Pick Up The Phone – Voted in the Top Ten in the P&E Readers Poll 2009!

Pick Up The Phone: The Fundamentals of Modern Telemarketing Chris Jackson
Copyright © 2009

Chris’ first work of non-fiction was about the subject he has been involved in for the past 15 years. Marketing and Telemarketing.

Telemarketing has come along way since it began some 50 years ago. This book will show you the history of telemarketing, how business has changed over the years, the best way to recruit the top talent, telemarketing scams, why the art of Working From Home is dead and why some call centers fail when others succeed. Written by a professional who has 15 years of multi-national outbound telemarketing experience. Learn how to succeed as a telemarketer from his words.

To order, click HERE.

9781409282730_frontcover

Available through Lulu.com as Paperback.  ISBN: 978-1-4092-8273-0; 978-1-4467-5462-7; 978-1-4467-0715-9

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The Art Of Telemarketing  – Chris Jackson
Copyright © 2009

Telemarketing is more than a job. To be a successful telemarketer, one has to learn the game – as it were. This book will give you the right tools to become an empowering and dynamic telemarketer.

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The Apostle’s MantleChris Jackson
Copyright © 2009

What is an Apostle? According to doctrine, An apostle is a minister sent directly by God to do a specific work. Despite what images may come to mind when a person thinks of what an Apostle is, the Mantle of Apostleship is not limited to acts of Signs and Wonders, nor is it limited to people working in the Ministry. Everyone can apply the basic principles of the Mantle to their everyday lives, from in the home, to your workplace.

Everyday, we see writers, speakers, actors, performing tasks what they believe in. These people have Boldness, Faith, Discipline, Motivation. These 4 elements are part and parcel of what the Apostle’s Mantle encompasses, which is not limited to some “selected” individuals.

In this book, we will look examine the term “Apostle” and how the meaning of the Word can greatly impact your life. From being involved in your church to being effective in your job.

You will learn how to apply the Apostle’s Mantle to every area of your life by using these fundamental truths.

Details HERE.

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