At Boomsourcing, our goal is to get your brand out there. We know from experience that in doing that, you’re going to run into some snags. If you aren’t careful, little snags can morph into telemarketing disasters.
Every person you speak with is different. They will have different combinations of needs. You can’t meet them all, but your product will be the right fit for some. Make sure that you do connect well with the people that your company can help. In pursuing that, do all you can to avoid these three kinds of telemarketing disasters.
1: Fakery: the Worst of all Telemarketing Disasters
We’ll start with this one because there is no worse way to harm your brand. Dishonesty in any degree is a catastrophe that will catch up with you one day.
When an agent presents themselves as someone they’re not, it takes an unsustainable effort to maintain the illusion. They might be able to get around a gatekeeper by making themselves seem more important or influential. They might even try completely misrepresenting their identity. As soon as their prospect discovers the truth, though, their credibility crumbles.
It not only loses the sale in that moment. It also obliterates any hope of a future relationship. It’s like burning a bridge before you even cross it. Don’t do it!
2: Absent Introductions
Fakery is a sin of commission; skipping your intro is a sin of omission. It doesn’t mean that you have to have a long-winded speech about you and your brand, though. Speeches are in a different class of telemarketing disasters.
A simple, “Hi Bob, it’s Amy Jones at XYZ, inc. Is now an okay time?” is plenty. It answers the inevitable questions of “who are you” and “who do you work for” fast. If you don’t make that clear right from the get-go, the prospect will spend the entire get-go wondering. They will not be paying attention to what you’re saying. When you finish talking, they will take control of the conversation and ask, “sorry, who is this?”
If you ever hear that question over the line, you aren’t getting that sale.
3: Unaddressable Objections
Poor sales agents will complain: it’s impossible to anticipate every objection a prospect might throw at you. They’ll claim that you should focus on knowing the top five or ten that you hear most often.
Excellent agents know that objections you fail to address are telemarketing disasters. Rather than resign themselves to losing every prospect with a concern outside of that little box, they like a challenge.
Great agents find it stimulating to come up with answers to every possible objection they can think of. They’ll keep notes about them, and they know that sometimes they’ll still hear a new stumper. In that case, they’ll answer the prospect with honesty. They’ll work with their sales manager to learn how to overcome that kind of objection in the future. They’ll even try to get back to that same prospect with a good answer. It’s worth a shot!
The more objections you can address with confidence, the better you’ll be able to handle the more unusual ones. It’s a skill you can build up, but it takes practice!
Make sure to reach out to us here at Boomsourcing for the extra telemarketing and business process outsourcing help you need. Our experienced teams make it much easier for you to scale up faster!