Consider the advantages of training tele prospecting staff as direct, face-to-face sales people out in the field. Encourage your team to have fun both learning and working.
The success of any sales campaign is determined by careful monitoring of essential factors in the sales environment. The most successful sales programs are conducted with specific practices maintained as priorities. Here are the top 5 secrets for running a more effective tele prospecting campaign.
1. Know your People: Product-knowledge and Interest
Top sales people end up at the top of their game because they are interested. They know their products well, and enjoy talking about them. A lack of knowledge and enthusiasm will reflect in lacklustre performance and low closing rates. If your tele prospecting crew has high interest and great product knowledge, subsequent training will result in optimum performance. In order to protect the brand of your organization it’s essential that a tele prospector is training for a minimum of 2 weeks before attempting any cold interaction with prospective clients.
2. Training and Sales Culture
There is more to training than handing out product pamphlets, pencils and dog-eared telephone books. Good people are worth training well. Do more than test for product knowledge. Think sales culture.
Consider the advantages of training tele prospecting staff as direct, face-to-face sales people out on the floor. Encourage clear, concise communication. Run them through different sales scenarios. Does your team have great people-handling skills?
Encourage open discussion of common problems encountered in cold calling. What solutions were applied? Were they successful? Success shared with particularly difficult encounters can be exhilarating. Encourage your team to have fun both learning and working.
Encourage active participation in the sales training process. Cultivate the drive required to be successful. Hone skills, encourage ideas and creative feedback from the members of your team. Holding regular training sessions shows interest in the success of your team, establishing both great team spirit and work ethic.
Excellent on-going training does not cost in tele prospecting; it pays.
3. Quality Leads and Lists Count
Nothing is more discouraging to sales people than having poor quality leads and lists. If generating in-house customized call lists, ensure pre-qualified leads are verified and documented correctly. If purchasing marketing lists, ensure lists are tailored to your needs. Even good sales people will soon become disenchanted with poor quality leads, and sales will drop. Engage valuable data sources like iSell OneSource and use common tools like Google Alerts . Research and prioritize corporate change and events which may trigger potential sales to your advantage.
4. Tele Prospecting Numbers
Prospecting is a strategic numbers game. Big numbers of carefully targeted lists ensure larger numbers of contact attempts will lead to successful closings. Target expectations of 100 dials and 20 to 30 conversations daily. Ask for 1 or 2 active leads and expect 4 or 5 passive leads scheduled for email follow up. Consider using B2B dialer technology such as InsideSales.com which can triple output by slashing wait times, automating calls and reporting. Dialers also enhance transparency and efficiently allow multiple prospectors to tackle lists simultaneously.
Ensure you have a large volume of potential leads. Allocate lists of potential clients fairly. Keep your tele prospecting team moving, motivated, and producing.
High success rates in prospecting are directly related to big numbers of targeted lists. Successful sales managers encourage team members to work harder.
5. Develop Statistics
Interested sales people appreciate reliable feedback on performance. Establishment and implementation of reliable tracking metrics is essential. Track and analyse contact ratios, successful lead rates, appointments set, and opportunities generated. Positive analysis can and will increase the success rate and sales spirit of your team.
Building these 5 essential secrets into your tele prospecting program will inspire success. With enthusiasm and thoughtful application, they can also ensure your campaign remains effective in the future.