Telesales for the Terrified………

By

Julie Cook

Founder Reach

Telecommunications

Introduction• Most businesses go out of business because they don’t have

enough customers

• High growth businesses exhibit 50% hunting mentality and also hunt for bigger and larger clients

• Fact: 80% of sales require 5-12 follow ups to close a sale. 44% give up after the 1st attempt.

Source: The marketing donut

The average person only takes 2 attempts to reach a prospect Each year you lose 14% of your customers…. never stop prospecting

• Having an effective lead generation strategy is vital to growing your customer base, but also weeding out unprofitable customers.

Reach Communications, The Parflo Building, Huxley Street, Altrincham, WA14 5EL 0161 929 6269

What’s in it for Me?

Learn about best practice and lead generation strategies:

1. Give you some hints and tips for your business2. We are going to review your current sales

pipelines and set some goals3. Promote some useful discussion so that when

you drive home today you will be thinking of how to apply these to your business

Lets look at your Takeaways………Reach Communications, The Parflo Building, Huxley

Street, Altrincham, WA14 5EL 0161 929 6269

Reach• We do Lead Generation and Lead Nurturing

• I started Reach from home in Oct 2012

• We now employ 17 people

• We made 9500 calls in October

• We make approx. 210 qualified F2F appointments

• Our clients report an average 45% conversion

• We use technology and tools to keep ahead

• We invest in our people – work smarter

Reach Communications, The Parflo Building, Huxley Street, Altrincham, WA14 5EL 0161 929 6269

Experience

Reach Telecommunications Ltd, The Parflo Building, Huxley Street, Altrincham, WA13 9QW

What is Lead Nurturing?

Inbound Leads

Client WebsiteDriving

Traffic/positive reviews/analysing

visitors

Social Media Platforms

Reach Communications

Management Tools

Preparation and Planning

• Research and identify Target Market Sector

• Who is your decision maker?

• What does a Good Lead look like?

• Create a clear value proposition for your Lead

• Develop a call frame and test it

• Identify potential barriers and objections

• Understand your ROI (Return on Investment)

• Use a USEFUL CRM system to measure, simplify, report

Preparation and Planning

Qualified Appointments

Build your

pipeline

Identify Pain &

Solution

Right Target Market

Reach Communications, Cinnamon House, Crab Lane, Warrington, WA2 0XB T: 07989 547105

Making the Call

• Gate Keeper handling

• Confidence

• Don’t waste your time or energy – only pitch to the right person

• Then … don’t pitch, listen

– Why, what, who, when

• Don’t be afraid to close

• Don’t take it personally

• Sell the sizzle not the sausageReach Communications, The Parflo Building, Huxley

Street, Altrincham, WA14 5EL 0161 929 6269

Follow Up & Call Recording

• Make proper notes – build a story, names, detail

• Diarise a callback and make it happen

• Listen to your calls – cringe worthy but its invaluable!

Reach Communications, The Parflo Building, Huxley Street, Altrincham, WA14 5EL 0161 929 6269

The Close• Identify Pain

• Be brave, go for it

• Keep it simple, concise and manage the clients expectations

• Ensure that Who Ever is going on the Visit makes a Suitability call within 24 – 48 hours to

– build rapport

– introduce

– qualify from a technical perspective

– and move the sale alongReach Communications, The Parflo Building, Huxley

Street, Altrincham, WA14 5EL 0161 929 6269

Summary• Telesales not for the faint hearted

• Devil is in the detail

• Expect change and continual investment

• Persistence and tenacity required

• Use in conjunction with other marketing tools

– Social media

– Referrals

– eMarketing

– PR

• It does work, it is worth it…..Reach Communications, The Parflo Building, Huxley

Street, Altrincham, WA14 5EL 0161 929 6269

Is it Worth the Effort?

• Telesales Statistics: A good/expected return should be £4 of sales for every £1 spent

• What other activity do you do that generates a 1:4 return?

• Review what we wrote in Take Aways

Reach Communications, Cinnamon House, Crab Lane, Warrington, WA2 0XB T: 07989 547105

Contact Details

Julie Cook

Director

T: 0161 929 6269

M: 07989 547105

E: julie@reach-communications.co.uk

W: www.reach-communications.co.uk