I have my own small business which only employs a few people, we need to do our telemarketing in house due to our size – do you have any hints or tips for us?
Starting or running a small business is empowering and exciting, but sometimes people hesitate and prevaricate about telemarketing. Often they give it a quick go, but give up easily claiming they do not have time or that it just does not work.
So let’s get over the biggest obstacle first, telemarketing works. It may not be the newest or a sexy form of marketing like social media, but there is not doubt that telemarketing is the fastest and most direct way to engage with your target audience, where you are in total control of who you do business with.
So here are my top 10 tips for starting telemarketing for yourself for the first time.
1. Understand which companies that you want to do business with and make a list of company names, addresses, phone numbers and if you like, the websites.
2. Research and contact every company and get the name and position of all those people that you would like to speak too. If you can get their email address too great, you can use them later.
3. Enter all of these details into a CRM, (customer relationship management software) that’s a database to most of us. There are plenty to choose from. If I had my choice I would use Salesforce.com.
4. Think about what you want to say to the prospect when you actually get to speak to them. Think about the summing up what you are offering in just one sentence. Think about the 3 or 4 main reasons someone would benefit from buying your product. Use these to create a guideline or script that you will use when you have that first conversation.
5. Make a commitment that you are going to spend at least 2 hours every single day, no excuses.
6. Start calling and do not give up. If it does not work out straight away keep trying. Make small changes to what you are doing and try again.
The biggest challenge that anyone in a small business faces is that there are so many other demands on their time and telemarketing ends up at the bottom of their list of things to do. Everything else always feels more important and more interesting than spending a minimum 10 hours per week telemarketing. As a result it ends up as the thing people would have most like to have done in their day, while also they are most relieved that they did not have to do.
So if you want my top 4 tips it is simple…….
7. Stop thinking about it.
8. Stop making excuses as to why it can’t be done.
9. Stop putting other jobs first.
10. Just get started today and stick with it.