Telesales.Help!!!

[Deleted member 262553]

Hi all, I am starting an outbound campaign selling mobility products to the retired market.

I didnt realise how difficult it would be to get a pitch right, Our main aim is to secure an appointment so we can provide the customer with a free demo of our products in comfort of their home.

Dont know where i am going wrong should we be concentrating on just getting permission to send a free brochure and then maybe getting back in touch?

Some advice would be greatly appreciated.

Regards
Krystal.

 

[beasty]

I cannot say i would be keen to encourage sales people to go to the homes of the elderly, you must find a way to have them come to you, you cannot cold call pensioners then send a salesperson!!

You should not do business this way, find a better way to do it, this should just not happen.

I would suggest you might organise open days at churches, town halls etc and call to advise that you will be there, ask to post on church notice boards, local supermarkets etc

A sales person alone with a pensioner trying to earn commission is a HORRIBLE idea, they should be invited to coffee morning presented by xxxx company let them come to you and do business as a professional company

 

[Deleted member 262553]

Hi Thanks for your reply.

On this matter you have to think of your own family and totally agree, thats why we have put a policy in place that a family member or friend etc to be present.

I think we will lose out on some leads as many like to be independent and dont have many people around them but feel more comfortable this way.

Krystal.

 

[The Byre]

Most telesales pitches are rubbish.

NEVER start with "Hello, I'm 'First Name'."

NEVER say "How are you today?"

NEVER say "I am calling on behalf of XXX."

But guess what - they nearly all do the above!

 

[Deleted member 262553]

Thanks will take on board,We are just starting out i plan to do visits myself.

Coffee mornings is something i am actually looking into.

Thanks
Krystal.

 

[beasty]

Hi Thanks for your reply.

On this matter you have to think of your own family and totally agree, thats why we have put a policy in place that a family member or friend etc to be present.

I think we will lose out on some leads as many like to be independent and dont have many people around them but feel more comfortable this way.

Krystal.

It is massively patronising to have a policy that treats your customers as children they can form contracts and many will be insulted, you want their money but think a guardian should be present

Its a no win approach, invite them to displays, i have worked in a lot of direct sales environments and there is no way you can make this work without exploiting and patronising the vulnerable.

DO NOT DO IT

Your TELESALES calls if you still do them will be much softer invitations to the next event at the church (Check the notice board for info) easy peasy, direct sales works for many businesses, for yours I would avoid it

 

[Deleted member 262553]

Thanks for your advice.

I will post on here how we get on next week with the coffee morning.

Just printing leaflets now.

Have a great weekend.
Krystal

 

[patientlady]

Hi Krystal
I agree with most of what has been said above, but
Is there not a difference between the mobility market and the retired? What I am saying does your product only apply to the immobile that are actually retired? There is a big difference to a retired 65 year old and a retired 80 year old.

I had two ADT alarm canvassers knock on my door this week at 8pm at night. It was cold on the door step and they offered me a £49 fully fitted alarm. I said I would be interested to hear more but not at the moment, one of them started to slip off his shoes and move forward to enter my home to measure up. I asked him to leave!

I think it's how it's done...

 

[Ashley_Price]

Most telesales pitches are rubbish.

NEVER start with "Hello, I'm 'First Name'."

NEVER say "How are you today?"

NEVER say "I am calling on behalf of XXX."

But guess what - they nearly all do the above!

I would say the above depends on the reason for the call - but I certainly agree with never saying "How are you today?" - never ask a question unless you're truly interested in the answer (which, unless you're selling medicines, you're not going to be interested in their health).

My first call to a company is often to find out the relevant person I need to speak to. So I do start with: "Good morning, my name is Ashley. I'm calling from Pavilion Office Products. I was just wondering if I could have the name of the person responsible for purchasing the office supplies."

Now, I've been told in other threads that this is completely wrong - yet, it's funny how in every 10 calls I make, between 6 and 8 times I get the name of the person (or, something like "That would be me"). The other two times I'm told they don't give out names or they wouldn't be interested (in this latter case, I try again a month later).

I think my "script" works because I'm polite (I smile when I'm speaking) and it's three short sentences that say exactly who I am, where I'm calling from, and the reason for the call. Even if the receptionist just wants to get rid of me, the quickest way of doing that is to give me the answer to my question (or say they're not interested), so saying the name is almost automatic.

You need to find a "script" that works for you. It will take time, so many people are now anti-cold callers, but you have to persevere. Don't use a script written by someone else, it won't work if it doesn't sound right to you. You need to create one that speaks in your voice, using the words you would use, etc.

One more thing, make sure you get call lists that have been cleaned of TPS registered numbers (while the TPS has never fined anyone, there's no point making a potential customer cross because you've called them and they're registered with TPS).