Telemarketing tips to help self-employed and small business owners get more clients by cold calling for sales appointments.
Many small business owners have not had access to appointment scheduling training.
To get more clients, they may want to make cold calls to set up meetings to present their sales offers, but without training they may receive a lot of rejection and soon lose motivation.
One of the biggest mistakes is not knowing how to use benefits and features effectively. These telemarketing tips will show you how and where to add benefits and features to your appointment cold calls and get in front of more potential customers.
Telemarketing Tips for Making Great Sales Appointment Calls
What makes a great sales appointment cold call is understanding how and when to use the benefits and features in your calling script.
The reason you should use them is because benefits are what your customers get, so for the prospects you call it tells them what they could gain by listening to you.
Profits refer to the prospect you are cold calling. It’s what they earn by being your customer. They are the savings in time or money that you can offer. This will make your life or business easier. It may be something they should have, or something they want to have, but that’s not how they get it, that’s the feature that provides the benefit.
The benefits are often feelings or emotions. Feelings of security, happiness, satisfaction, success, or whatever else they feel when they become your customers and your service features bring them the benefits.
Bad dating telemarketing calls often include many features and few or even no benefits. Features refer to you and your products or services.
Benefits are what the features do for the customer, they are what the customer gets from using what you provide, and it gives you the opportunity to talk about the customer and what changes your sales offer will make for them. You may need to mention the features as you explain how they get the benefits, but keep it short.
Where on your calls to use benefits and features
You want to get more clients making appointment calls, so one of your goals is to get prospects to listen to you. You want to get past the first few lines of introduction and into a conversation about them or your business.
To do so, you need to use benefits in your callout, backed up where necessary by functions. What will, or potentially could, benefit the prospect. Perhaps you are the best, the cheapest, the most experienced, the fastest, the most loving, the most qualified in what you do. Those are all features, so you need to state what the feature you select will do for your prospect in terms of benefit to them.
The reason you’re calling
The next telemarketing tip is to use your best benefit and support role as the reason you are calling the prospect.
What many self-employed people and small business owners don’t realize is that the reason for the call is about the prospect. You may think that your experience and credentials, qualifications, and an existing client list are really good reasons to call a potential client to set up a sales appointment, but they’re not.
When you tell your prospect why you’re calling, select a benefit that you think will capture their interest and explain what you could do for them.
Get agreement for a meeting
Once you’ve qualified the prospect as a lead you want to meet, you need to get their agreement to meet. Here again is a great place to use a buff to influence them to take the next step.
You explain to the prospect that they could benefit, and by meeting with you, they will have the opportunity to see exactly what the benefit could do for them. You can use the same benefit you used above as your reason for calling. You started by saying that’s why you called, so here you say that’s why you should meet.
Small businesses should use the benefits to get more customers
Those are 3 places you can add benefits to make your telemarketing calls more successful.
The more effective your calls are, the better chance you have of getting more customers.
Look at what you are currently saying on your cold calls. Are you using features that tell the prospect everything about you, your business, or what you do?
It only takes a little reframing of your point of view to turn those features into benefits and talk more about the prospect than you. This simple change will make a big difference in your calls. You’ll increase the number of meetings you get and you’ll get fewer rejections and fewer objections, so you’ll enjoy making more cold calls.
