Know your Sales Calling Matrix

Understand your telemarketing numbers.  If you don’t know them, you don’t have sales goals in place, nor a plan for the hours of phone calling you need to commit to each week in order to meet them.

For example – if your goal is to set up 8 meetings per week that results in 4 sales/proposals each week your calling matrix might look like this:

Goal: 8 meetings per week = Actual 4 closed sales
which means
Reaching and TALKING to 30+ people
which takes
Making 100+ calls (dials) as a goal
which translates in time to
1 hour making 25 calls; 2 hours for 50 calls/day

Now, YOU try it…

Goal:_______ meetings per week = Actual____ closing’s per month
which means
Reaching and talking to _____ people live
which takes
Making ____ calls (dials) as a weekly goal
which translates in time to
_____ hours making ____calls OR ____ hours = ____ calls/day.

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Effective Customer Surveys

How happy are your customers? Remember that old saying that 80% of your business comes from 20% of your customers!

It really is true, that happy clients are your best promoters! They are the people that give you more business and help
generate referrals…that increases your bottom line numbers.

Doing telephone surveys help identify the “heartbeat” of your customers. If there is a problem; they will share that to a third party source and if they are happy they like to compliment the services they like best.

Surveys only strengthen your business and these days, you don’t want to lose any unhappy clients if you don’t have to.

Please view my video on customer surveys and then give me a call 314-495-2089.

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Overcoming selling objectives.

St Louis Telemarketing – Overcoming selling objectives.
John Eyres
314-495-2089

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Why is COLD CALLING so hard?

Many people I talk to don’t care to make cold calls to get new business.  For many it is a fear factor or they just don’t like to be told “NO” when asking for a meeting.

When you do phone calling for meetings or phone conferences, you need to have one thing in mind; does that prospect want to meet with you to know more about the product or services you provide?  If not, then just make the next call and move on.

Not everyone will want to meet with you.  That’s OK.  You are telemarketing to find ones that say “Yes”.  Why not have the mindset you’re going to make 100 calls to find the 5-10 prospects that will set the meeting?  Make it simple, don’t make it hard.  Keep up the perseverance.

I remember a story about Jack Nicklaus, one of the greatest golfers of all time.  In the 1960s at the peak of his game Nicklaus earned $400,000 on the PGA tour.  There was another golfer Bob Charles on the same PGA tour that earned $40,000.  As a professional he wasn’t as successful as Jack, with the difference of about 10 fold in income.

The surprising factor was the difference in their respective per round stroke average was less than half a stroke.  Yes, the greatest golfer of his time and a very good golfer were less than half a stroke apart.

In sales and cold calling, everything you do effects your quota numbers for closing deals. Forget the fear factor and frustration level and just make the calls.  Even making an extra 20 calls per day can yield that one more sale in your weekly numbers!

Set a goal to WIN more sales.  Come in first, not second, or third or fifth.  How much commission do you earn when you come in second or fourth?  Bob Charles still got paid his $40,000, even if he came in second, fifth or tenth.  Telemarketing starts the process.

It leads to face to face meetings, that initiate proposals, which conclude in sales that make you money.  Pick up the phone, start dialing for dollars and smile while you do that!

 

John Eyres works with business owners/sales people who want to stay ahead of their competition.  His workbook The Art and Science of COLD CALLING teaches 3 key principles for a solid calling program; 1. Defining and making quality lead lists. 2. Creating your script. 3. Cold calling tips/strategies/techniques.  He can be reached at johneyres@busconcon.com or 314-495-2089.  www.busconcon.com

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Cold Calling is not DEAD, YOU just want it to be!

Telemarketing for new business is alive and kicking. It is one of the 4 cornerstones for creating new business. If you’re not making calls for prospecting for new customers, then what are you doing?

Most people just hate cold calling, it’s like making the dreaded trip to the dentist. BUT…if you want your business to succeed, you have to be on the phone…making cold calls!

Define the Script

First step is to create a successful script – key ingredient to a solid telemarketing program. After company name and person intro; begin with a strong open statement that defines your business model, and what really differentiates your company from the competition.

List your services as bullet points; easy to read and easy for the listener on the other end of phone to understand your strengths.

Ask a question to get the participant involved in the conversation. Then clarify the purpose for the call – to set a meeting to introduce your products/services, rolling right into which day next week works for you Tuesday or Thursday?

Be Pleasant and Smile on the Phone

Always be super friendly and courteous on the phone. Have favorite vacation pictures around the computer/phone area, to FEEL happy and relaxed on the phone.

Practice the script over and over and be familiar in reading/sharing your story, so it doesn’t sound like a canned presentation. Call friends to practice your script telling.

Be AWARE of Your Calling Goals

Remember, the telemarketing is a means to an end. Your calling will generate new business introductions, which means more sales, which means more dollars to your bottom line. Draw a goal chart to have at your desk; with X amount of calls, relates to X amount of meetings, that translates to X amount of deal closings, that means X amount of dollars in your pocket.

While other companies are cutting back, a most cost effective way to keep on track…is telemarketing, for new prospects! Maintaining efforts to keep your company name in front of potential clients, especially in slow times, will help your business come out stronger and with a “gained” market share above the competition as the economy returns.

John Eyres works with business owners/entrepreneurs who want to stay ahead of their competition. He can be reached at johneyres@busconcon.com or 314-495-2089.

LIST OF BCC Services

• Telemarketing/cold calling

• Setting up meetings

• Email campaign follow up

• Lead generation

• Customer surveys

• Direct marketing follow up

• Trade show follow up

• Database clean-up & scrubbing

• Secret shopper calling (Intelligence gathering)

• Confirmation calls

• Announce grand opening/special events

• Financial/insurance evening calling

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