Do you need some tele-prospecting … not tele-marketing?
Tele-marketing is “marketing” by phone and typically consists of a call to convey a highly-scripted and tightly-followed message with the hope the person is in the market for the low-cost product or service and will make a decision to buy or switch vendors during the phone call. The conversation will be greatly limited to the topic of the call and whether the person wants to purchase or not. This most often means a high number of calls must be made to find a profitable number of in-the-market people. The level of sophistication of the product or service and the process of the calling is low and allows for most anyone who is comfortable with this to be employed. Subsequently, the pay level tends to be low.
Tele-prospecting is “prospecting” by phone and typically consists of call to understand the pains and desired gains of the person, using a less scripted and loosely-followed process in coming to understand the person’s pains and desired gains. The caller does much more listening intently to answers to key questions aimed at learning about the pains that need to be addressed or the desired gains to be achieved. Each conversation with each person will be unique to their situation. This most often means a much smaller number of calls to be made and frequently requires follow up calls to discuss additional facts and figures related to decision-making towards a purchase. Rarely, if ever, are these one-time calls with a purchase on the first call. If the sales rep is not doing the calling on their own, then the tele-prospecting rep finds the most success in focusing on high quality, qualified leads. The level of sophistication of the product or service and the process of the calling requires someone who is more knowledgeable and more capable in asking the right questions, giving the right answers and listening well. Subsequently, the pay level tends to be high.
I can help you to craft a conversation guideline for your reps and take on some of the phone calling, too.
Contact me at: Chris@ChristopherAnacker.com