Telemarketing Myths & Misconceptions
Over the years, Telemarketing hasn’t always had the best reputation.
I have heard many horror stories from former telemarketers and call centre workers about some of the shocking practises they have experienced.
I now also hear a number of people’s opinions of telemarketing, which are based on outdated myths and misconceptions, so this week I am here to debunk some of them!
It’s a numbers game.
Don’t get me wrong, to be a successful telemarketer, you do actually have to pick up the phone and make calls. Nobody ever won new business by sitting behind their computer doing nothing.
For any product or service you are selling, there will be a specific pool of customers that are likely to want or need it. So, making hundreds of calls to the wrong people won’t get you anywhere.
Telemarketers should be making the most of every opportunity by having detailed, knowledgeable conversations with their prospective customers, not just calling through the yellow pages until someone finally gives in and says yes.
You need the gift of the gab.
Telemarketing does require you to be able to build rapport and hold a productive conversation on the other end of the line. But that doesn’t mean you need the ‘gift of the gab’.
In fact, it is a real skill to know what to say and more importantly, when not to say too much. It Is very easy to talk yourself out of an opportunity by talking ‘at’ someone.
In reality, a good telemarketer should have excellent listening skills and be able to understand a prospect’s challenges and then tailor a conversation accordingly.
An objection is just a selling opportunity.
Customers often provide objections for one of a few reasons; they have no genuine need for your product or service, they don’t understand the product/ service you are offering, or they need more information.
An objection isn’t an opportunity for you to keep talking at them until you wear them down. If there is a genuine lack of interest, there is no point in dragging out the call. But when they do object, ask them open questions to understand their reasoning and then take an educated view as to how to proceed, even if that is to thank them for their time and end the call.
Anyone can do telemarketing.
People often think telemarketing is a super easy job. If it was that easy, we would all be doing it, right?
It takes a lot of skill to be great at telemarketing. You need be an active listener. You also need to be highly articulate and have a lot of confidence.
Not every call is easy and it takes a strong individual to deal with a difficult customer and then continue to the next call. The truth is telemarketing takes a whole range of skills and some people are just not able to juggle them all.
Do you think you have what it takes to be great at telemarketing? If so, then we would love to hear from you. Get in touch with us here!