Free Glide

It may be tiresome to deal with people from far-off places. But telemarketing resolves this altogether. Telemarketing simply refers to a process that involves all marketing related functions using telephones. Telemarketing will connect you and your customers all the time of the day.

This is the most accessible way for you to have your business easier to manage. From the use of telemarketing, you can communicate with your clients anywhere you go.

It is the use of telephone to communicate with your clients the goods and services that your company is offering. You can directly connect with your prospective customers and receive their orders and inquiries from advertising and promotions direct to your phones.

Since you will be transacting business with your clients using phones, telephone therefore is the most important tool needed in telemarketing. It is where you are going to solicit potential customers and sell your products.

How are you going to determine whether you get a potential customer?

It is important for you to know your customer’s past records when dealing with them through phone so that the chances that you will see them in person in order to assess their status as customers will lessen.

Processes such as the detection of their history of past purchase, information requests, credit limit entry and competition forms are necessary basis for you to know their standing in your business whether they will be a good and credible clients or not.

It has been very common also for telemarketers that they often solicit funds from the different institutions particularly the business organizations and alumni associations. These organizations offer them special contributions that help in improving the service to their clients.

However, some of the conservatives arrive at a certain analysis that the business of telemarketing is an unprincipled and unethical practice of business. Since it is just an interaction from telephone to telephone, the system sometimes abuses the privacy of an individual.

Due to the said fact, they find it necessary to make a legislative policy in order to pacify the matter. A regulation is set up as to protect and uphold the rights of customers. There arises the policy known as the Telephone Consumer Protection Act formulated in the year 1991. This pertains to a restriction to the Telemarketing business in the United States. As an alternative, the companies just use a business code of ethics for them to continue with the business.

After that, the most recent move done took place in the year 2004. Then, another restriction policy paved way for implementation by the telemarketing companies. The new rule stated the major and the minor rights of the clients engaging in telemarketing. This secures the fact that in spite of the intention of the company to gain more clients, if the client does not tolerate them, the telemarketing companies can do nothing about it.

The new policy ensures the full protection and the privacy of the customers. If found any violation with the policy, there is always a corresponding penalty to the telemarketing company.

There is nothing wrong to aim for high profits when you have a business but make sure also that you are not affecting the lives of other people already.

Robert Thatcher is a freelance publisher based in Cupertino, California. He publishes articles and reports in various ezines and provides telemarketing resources on http://www.abouttelemarketing.info.

Your ability to write an effective and persuasive business proposal directly relates to your level of success. Write a great proposal and you’ll get the contract or make the sale. Write a ho-hum proposal and your prospect will go elsewhere.

Regardless of the product or service you’re pitching, your prospect makes his or her ultimate decision based on how you write the proposal, not the product or service itself. That means even if you have the best product in the world, if you write the proposal poorly, you probably won’t get the deal. A lesser quality product or service may very well beat you out just because the other person knew how to write persuasively.

For any proposal you submit, realize that your prospect is likely reviewing at least twenty others. Therefore, your job is to make your proposal not only stand out, but also get selected as the bidder of choice. To increase the odds of your proposal winning, follow the proposal writing guidelines below. Doing so will enable you to get the “yes” you deserve.

1. Always use the prospect’s correct name, title, and company name.
While this may sound obvious, many salespeople and business owners send proposals to the wrong person, or they misspell the prospect’s name or company name, or they write an incorrect corporate title. Such oversights make a negative impression and alert the prospect to the fact that you’re careless. If you don’t know how to spell someone’s name or his or her exact title, call the person’s office and ask. While you’re at it, verify the street address and company name. Is the prospect’s title that of Sales Director or Sales Manager? Is the company an Inc or an LLC? Are they located at 41 Buckingham Street or Avenue? Prospects look at these details to get a feel for your professionalism and attention to detail. Pay attention to the details every time.

2. Always include a cover letter that includes the reason for your proposal.

Since your prospect is likely reviewing more proposals than just yours, include a brief cover letter that recaps any conversations you’ve had and that clearly states why you’re presenting your proposal. After all, if you don’t state why you’re sending this 10-30 page document to someone, why should they bother reading it? For example, you could write, “I am enclosing the proposal we discussed on June 1 that will introduce you to the ABC widget. Based on your stated needs of (state the needs), you will see in the proposal that this widget will (state the benefit).” Too many salespeople fail to state a reason for the proposal. But if you don’t give people an immediate reason to keep reading, you’ll miss your chance to capture their attention. A lonely proposal in an envelope or attached to an e-mail gets absolutely nowhere.

3. Always include an immediate, brief overview of your product or service.

In one opening paragraph, state what your product or service is, what pain or challenge it solves, and how your prospect will benefit from what you offer. Stick to the facts. Resist the temptation to make your product or service sound grander than life. Phrases like “first,” “only,” “greatest,” revolutionary,” and “groundbreaking” typically raise red flags and indicate that you’re exaggerating.

4. Always include research and development information.

Your company has likely done plenty of research into your product or service, so highlight the findings in your proposal. Show your prospects that they’re getting more than just any old product or service. Show them all the benefits they’ll get when they invest their time and money into your solution, and why that investment is worthwhile. Highlight any intriguing findings or principles that relate to your prospect’s challenge. Show them that your company knows what they’re going through, have done the research for them, and now have the best solutions for their needs.

5. Always write in chunks.

A business proposal is not a book or a magazine article. Structure your proposal so your prospect can skim read it and pull paragraphs out as needed. Think in sound bytes and text block chunks. Why? Because studies show that people have greater comprehension and longer retention when printed information is presented to them in bullet points, numbered lists, or some other format that sections out pertinent details.

6. Always include all the important technical details.

Make sure your proposal lists the small but important technical details your prospect will need to know. How many items come in a case? How many user licenses does it include? How long of a warranty is included? Does the price include service calls, consultation, or training? If so, how much? Don’t let your prospect guess about anything. Make it easy for them to get the facts so they can make a quick and informed decision.

7. Always state the obvious.

Remember, the prospect reading your proposal does not know much, if anything, about your product or service yet. So just because you know that an accounting computer program can calculate and create employee paychecks, don’t expect your prospect to make that assumption. They need to read everything, even the obvious, or they may not realize all the features and benefits your solution provides.

8. Always write for an eighth-grader.

Most mainstream and business publications are written at an eighth-grade level, so no matter how complex your product or service is, keep your proposal geared so that an eighth-grader can understand it. This is not to imply that your prospect is dumb or uneducated; rather, he or she is a busy professional who is pressed for time. Your prospect wants the information presented in the simplest way. So resist the temptation to impress people with your big words and over-complex solutions. Instead, impress them with your knack for making a complicated solution easy.

9. Always use good grammar.

Sure, you want your proposal to gain attention, so breaking some grammar rules for added impact or emphasis is okay. But don’t overdo it or you may appear careless. Remember, you’re selling a professional solution. If your proposal is riddled with errors, your prospect may think your solution is too. Always have a co-worker or professional editor read your proposal prior to sending it. In today’s marketplace, bad grammar could cost you the sale.

10. Always make a compelling call to action.

What do you want the person reading your proposal to do? Buy your product? Contract for your services? Stock your merchandise in his or her store? Whatever action you want your prospect to take, state it clearly. “I recommend you begin by placing an introductory order for 500 piece.” “I suggest we start with a three-month consulting contract.” “I recommend you devote three shelves to this product.” Tell them precisely what you want.

The Winning Proposal

As any business owner or salesperson knows, “you’re only as good as your last proposal.” So commit to enhancing your business proposals, and focus on writing effectively and persuasively. By following these pointers, you’ll be 10 steps closer to landing that next deal.

Dawn Josephson, the Master Writing Coach, is President and founder of Cameo Publications, LLC, an editorial and publishing services firm located in Hilton Head Island, SC. Dawn empowers leaders to master the printed word for enhanced credibility, positioning, and profits. She is also the author of the book Putting It On Paper: The Ground Rules for Creating Promotional Pieces that Sell Books and the co-author (with Lauren Hidden) of the new book Write It Right: The Ground Rules for Self-Editing Like the Pros. Contact her at dawn@cameopublications.com or at 1-866-372-2636.

“You don’t have to keep calling me!”

“Stop calling me!”

“It’s 10 o’clock Monday morning, what nerve!”

“I’m going to be hanging up on you!”

“What part of no did you not understand?”

“Who’s your manager?”

Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very intense. It’s really hard not to take these responses personally. And yes, it’s hard to stay positive when you hear so much negativity. And yes, such negativity from your sales prospects can turn a great day into a not so great day.

So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:

1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!

The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.

2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE.

Humor also has the power to create and build rapport with your prospects as well! Take a personal risk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’re having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call.

3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT.

Read this quote from Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole.

“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company … a church … a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude … I am convinced that life is 10% what happens to me, and 90% how I react to it. And so it is with you … we are in charge of our Attitudes.”

4. WHEN YOU HEAR MEAN RESPONSES EXCHANGE YOUR STORIES WITH FELLOW CO-WORKERS.

When you experience mean responses from your prospects it’s healthy to get these internal frustrations out of your system. You will find that when you exchange stories with fellow co-workers it can be very self-satisfying and can even be cathartic. If you know that you are not alone in dealing with mean prospects then it makes cold calling less frustrating and easier to manage.

Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.

Behind The Scenes With Mr. Cold Call

Daniel Arenzon, known as Mr. Cold Call, has developed a series of non-traditional cold calling and sales prospecting strategies to effectively reach key business decision makers such as C-Level and Senior-Level Executives. His techniques have been tested and proven as a result of making over 80,000 cold calls working for companies such as CBS MarketWatch, Futures Magazine and Dartnell Publishing. MR. COLD CALL has been quoted and featured in a variety of sales publications including an audio program produced by Selling Power Magazine called, “Accelerate Your Sales.” Arenzon has personally spoken at companies such as Brown & Bigelow, Smith Barney, UBS, First Southern Bank, Esslinger-Wooten-Maxwell Realtors, New York Life Insurance, American Express, Pre-Paid Legal Services, New England Financial, A.G. Edwards, Morgan Stanley and Docutek Imaging Solutions.

For more information on Mr. Cold Call and to sign up for his free weekly cold calling tips please visit http://www.mrcoldcall.com

Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding.

Here are some tips:

Even voice tone

It is important to speak clearly in an even tone. If you are anxious or even short of breadth, the other party may perceive that you are distracted. This may cause the phone conversation to be terse and unproductive.

Identify Yourself

It is important to identify yourself to the other party before you proceed with the conversation. It is not a good idea to assume that the other party knows you.

Ask For Identification

Along the lines of the above point, you should also ask for the identity of the other party. You do not want to reveal confidential information to the wrong person on the other line! This is not as a far-fetched since speaking on a mobile phone may create identity distortions as compared to using a fixed-line phone.

Structured Call

If you are making a sale over the phone, it is important to ask the customer if you can have a few minutes of his time. You should then proceed with providing more important features of the product. Be mindful that if the receiver is speaking as if he is driving, his mind may not be fully registering what you are selling - in this type of situation, it will be more productive to call him at his office or home.

Emotional Caller

If you receive a call from a member of public who is in an emotionally unstable state, it is good to ensure that you are not in a distracting environment; you should ensure that your full attention is with the caller. Remember not to speak too loudly and allow other people to get details of your confidential phone conversation.

Incoming Call

It is rude to abruptly pick up an incoming call and expect your phone partner to hold. If the incoming call is urgent, it is a matter of courtesy to tell your phone partner that you will get back to him shortly. Remember to get his number.

Using the email/fax

In sales, you can complement the phone conversation with email attachments or even a fax. This allows you to go through the product’s specification and together be more persuasive in closing the sales. The other party is able to better visualize your product.

Your handset

If the battery in your handset is running low, remember to inform the other party. It also good practice to ask for his number if it is not reflected in your phone system.

About The Author

This article is controbuted by Colin Ong TS, Managing Director of MR=MC Consulting (http://www.mrmc.com.sg)

colin@mrmc.com.sg