A while back I wrote about how I enjoy doing the number crunching on projects we've completed as part of the assessments into what worked best, what didn't, lessons learned etc. Well, I've been going a bit number crazy and spent far too long figuring out these facts and figures...I'm feeling tired just thinking back on all this.
Our agency this year has...
Validated or appended over 32,000 names in companies all over North America
Set up 526 appointments with hot leads (that’s more than one a day - wow!)
Sent 10,000 emails to qualified leads who wanted to get hold of an educational offer
Dialed... WAY too many people that I want to remind our in-house calling team
Drunk our way through pounds and pounds of coffee (and three broken coffee makers) in an effort to KEEP THOSE DIALS GOING!
It's time for a rest - roll out the turkey I say, and let's give thanks to a heck of a year
Kate Writt
Dunthorpe Marketing Group
Wednesday, November 24, 2010
Wednesday, November 10, 2010
The DNA of a Successful Cold Caller
I was asked recently what qualities are common among the most successful telemarketers…..especially those that excel at cold calling. The art of cold calling is just that, an art, a craft and not everyone is cut out for it.
Anyone is capable of picking up a phone and making a call. And, you’ll find that if they make enough dials something is almost surely going to fall into their lap. But, that can get very expensive and can leave a lot of potential sales opportunities on the table.
We have all known that one rep on a team that seems to be head and shoulders above their peers and it’s not always the most professional, most organized or most eloquent. In a lot of cases, you can scratch you head and wonder why they are successful when they seem like the quirkiest person in the group.
A common factor that I find comes into play with these individuals is attitude. Not everyone is born with the luxury of being in a great mood all the time - that’s right, you’re not the only one! I’ve heard a lot of different methods that work for people whether it’s something they do to prepare for their day or a tactic they use for mid day attitude adjustments. The CEO of a company I worked for years ago told me he liked to turn up his car stereo as loud as his speakers could take a listen to “I Believe I Can Fly “ by R. Kelly on his way in to work. He’s the CEO of a very successful company so if it worked for him….. I tried it and realized I’m much more a rock and roll guy. If you find yourself in an emotional rut mid day? Try taking a short walk. A little exercise is a great way ground yourself.
A lot of top performers can roll with the punches of the day unfazed. They are realistic about their opportunities. There is no fear of failure and therefore the consequences are less severe. Your prospects and gatekeepers can really pick up on the subtle confidence this conveys. However, if you encounter someone who is rude because it’s not a convenient time to talk, they’re having a bad day, you remind them of someone they don’t like or they detest sales calls in general….chalk it up, relax and look forward to the next call. It’s gonna happen to the best of us so don’t sweat it.
The final attribute the best cold callers seem to have in common is that they tend to be extremely skilled listeners. “Let me learn what you need” rather than showing you what I know!” The old saying goes “a guy who buys a drill isn’t interested in a drill, he’s interested in a hole” The better you are at listening the more effective you are in identifying the problem this prospect wants to solve and helping them get to the bottom of it. From there they will decide to do business with you on their terms if they trust and like you.
These are just a few of my thoughts on the subject and I’d love to hear yours.
What qualities have you observed in your top performers that set them apart from the rest?
Chris Carson
Anyone is capable of picking up a phone and making a call. And, you’ll find that if they make enough dials something is almost surely going to fall into their lap. But, that can get very expensive and can leave a lot of potential sales opportunities on the table.
We have all known that one rep on a team that seems to be head and shoulders above their peers and it’s not always the most professional, most organized or most eloquent. In a lot of cases, you can scratch you head and wonder why they are successful when they seem like the quirkiest person in the group.
A common factor that I find comes into play with these individuals is attitude. Not everyone is born with the luxury of being in a great mood all the time - that’s right, you’re not the only one! I’ve heard a lot of different methods that work for people whether it’s something they do to prepare for their day or a tactic they use for mid day attitude adjustments. The CEO of a company I worked for years ago told me he liked to turn up his car stereo as loud as his speakers could take a listen to “I Believe I Can Fly “ by R. Kelly on his way in to work. He’s the CEO of a very successful company so if it worked for him….. I tried it and realized I’m much more a rock and roll guy. If you find yourself in an emotional rut mid day? Try taking a short walk. A little exercise is a great way ground yourself.
A lot of top performers can roll with the punches of the day unfazed. They are realistic about their opportunities. There is no fear of failure and therefore the consequences are less severe. Your prospects and gatekeepers can really pick up on the subtle confidence this conveys. However, if you encounter someone who is rude because it’s not a convenient time to talk, they’re having a bad day, you remind them of someone they don’t like or they detest sales calls in general….chalk it up, relax and look forward to the next call. It’s gonna happen to the best of us so don’t sweat it.
The final attribute the best cold callers seem to have in common is that they tend to be extremely skilled listeners. “Let me learn what you need” rather than showing you what I know!” The old saying goes “a guy who buys a drill isn’t interested in a drill, he’s interested in a hole” The better you are at listening the more effective you are in identifying the problem this prospect wants to solve and helping them get to the bottom of it. From there they will decide to do business with you on their terms if they trust and like you.
These are just a few of my thoughts on the subject and I’d love to hear yours.
What qualities have you observed in your top performers that set them apart from the rest?
Chris Carson
Tuesday, November 9, 2010
Don't Skip the Human Step
We all know that the marketing process supports many stages; building awareness, generating response, nurturing a lead, etc. But the one not listed and possibly the most important is the ‘human step’ where two people actually start talking… about their business, the stuff they’re worrying about…
Getting people to talk to you in a B-to-B lead generation situation is one of the trickiest things to do in person, and presents an even bigger challenge over the phone. With everything people have to deal with in life today it’s easy to be caught up in your own devices and overlook the step of developing true business partnerships in which the stakes are shared. Many people will simply never work with you if you can’t demonstrate that their business really means something more to you than a paycheck.
I put an emphasis at every step on trying to make a real connection with people which requires a step back from your task at hand (delivering sales) to really talk to someone with some sincerity. Interests, hobbies, family, recent events, what makes them tick? Maybe you two have something in common. Even better, maybe you have something in common with their boss! Discovering what's real in their life can really pay dividends in setting yourself apart from the barrage of approaches they routinely get. Remember if they're your target they're likely the target of dozens of other B-to-B marketers. Respect their time and help them understand that you are realistic about what they'd have to see from you to really consider working together. "Obviously if you never reach that level of confidence in me/my company we won't be working together, right?" If you can demonstrate to someone that you're willing to take the time to help solve their challenges with their best interests at the forefront of the solution your success and referral rate will leave you smiling at the end of the day.
A lot of today's salespeople could really use a shift from the self serving culture of the past to a practice of relationship selling. If people like you, they're much more willing to invest time in considering what you have to offer. So don't skip the human step!
Chris Carson
Business Development Manager
Dunthorpe Marketing Group
Getting people to talk to you in a B-to-B lead generation situation is one of the trickiest things to do in person, and presents an even bigger challenge over the phone. With everything people have to deal with in life today it’s easy to be caught up in your own devices and overlook the step of developing true business partnerships in which the stakes are shared. Many people will simply never work with you if you can’t demonstrate that their business really means something more to you than a paycheck.
I put an emphasis at every step on trying to make a real connection with people which requires a step back from your task at hand (delivering sales) to really talk to someone with some sincerity. Interests, hobbies, family, recent events, what makes them tick? Maybe you two have something in common. Even better, maybe you have something in common with their boss! Discovering what's real in their life can really pay dividends in setting yourself apart from the barrage of approaches they routinely get. Remember if they're your target they're likely the target of dozens of other B-to-B marketers. Respect their time and help them understand that you are realistic about what they'd have to see from you to really consider working together. "Obviously if you never reach that level of confidence in me/my company we won't be working together, right?" If you can demonstrate to someone that you're willing to take the time to help solve their challenges with their best interests at the forefront of the solution your success and referral rate will leave you smiling at the end of the day.
A lot of today's salespeople could really use a shift from the self serving culture of the past to a practice of relationship selling. If people like you, they're much more willing to invest time in considering what you have to offer. So don't skip the human step!
Chris Carson
Business Development Manager
Dunthorpe Marketing Group
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