5 Must-know Things About Talking to Telemarketers
Most business professionals are regularly contacted by telemarketers, but very few are trained to deal with them efficiently.
Know that telemarketers call you with a purpose – either to sell their product or sign you up to meet their client. If you are not prepared you will end up wasting your valuable time or even worse, your money on products or services that you do not need.
At MessageEasy.com, we have compiled a list of must-knows which are essential for professionals dealing the telemarketers.
1.98% chance of wasting your time
Telemarketers are aware that not each of their call will lead to a sale. In fact, telemarketers doing cold calls expect a hit rate of only 1-2%. This means they know they’ll be pitching to 98% of the people who may not even be the right buyers for their product.
What does this mean to you? Well, if you spend time answering a cold call there is a 98% chance that you will waste your time. Time you could have spent on your work, talking to customers or leading your employees. Even worse, you risk being tricked into buying products or accepting meetings that you do not need.
This does not mean that every telesales call is waste of your time but that you do have to kiss a lot of frogs to find a prince (or princess).
Escape the script
Telemarketers call you to make money. And they come prepared. Most telemarketers use a script which makes them ready to respond to the most common rejections. This script contains a strategy to slowly lead you to the closing the deal with them. They are basically trained to manipulate you to accept their offer.
The sense of urgency (or the path of least resistance).
The scripts of the telemarketers are often designed to take advantage of your behavioural reflexes. For example:
- The urge to buy if the supply is sparse
- The urge to buy if the (good?) offer expires soon
- The urge to follow your peers
- The urge to postpone a difficult task instead of dealing with it now (e.g. accepting a meeting in two weeks instead of saying “no” upfront.
You therefore need to develop a strategy to counter these urges. (MessageEasy.com was designed to give you back the control to navigate these tactics. Try it for FREE here.)
The 3 “Yes’s”
A frequently used strategy among telemarketers is to obtain 3 ‘yes’ from you before asking whether you accept their offer. If you have already said ‘yes’ three times in a row, you mind has been tricked into saying a 4th ‘yes.’
Here’s an example of such a conversation:
- Telemarketer: “Hi, this is Dave from company X”
You: “Eh… hi Dave?”
- Telemarketer: “I am sorry to disturb you on this fine day, but I have an offer that I think could be of interest to your company. Is this a good time to speak?”
You: “Eh… yes?”
- Telemarketer: “That’s great! It is correct that you work with customers in the car industry?”
You: “Yes, we do…”
- Telemarketer: “And may it be of interest to you to expand your customer base?”
You: “Well yes, I guess that is always of interest”
The 4 “No”s
Telemarketer know that they will often face fierce resistance and are trained to expect to receive at least 4 “No”s before receiving a “Yes”. The telemarketer is therefore, not discouraged by your rejections and continue to stay encouraged as long as your dialogue continues. Why? Because it wears out your resistance and brings the telemarketer closer to your ‘yes.’
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