How much info do you really need from telemarketers? Get rid of unrealistic expectations. YOU are the sales professional. Here are 3 ways to leverage...
Hire a Telemarketer for $100 per Week
Have you ever wished you could hire a telemarketer to schedule appointments for you? Now you can for $100 per week through a partnership we have negotiated with a call center. If you are on our sales team, email me and let me know you want to join the telemarketing / lead generation program (if […]
Have you ever wished you could hire a telemarketer to schedule appointments for you? Now you can for $100 per week through a partnership we have negotiated with a call center. If you are on our sales team, email me and let me know you want to join the telemarketing / lead generation program (if not, this is one more reason to join us!) Below is a re-post that discusses the key points to remember when working with a telemarketer. Also, I have a new video from a recorded webinar I gave today to roll out this information and lead generation program embedded below.
How to Sell Merchant Services in 6 Steps
If I could write an eBook knowing what I know today and then go back in time and deliver it to myself 10 years ago when I first got into this industry, this would be the one! CLICK HERE TO DOWNLOAD
If you are an agent in the merchant services industry trying to sell credit card processing, you need a lead generation program. You will not find a better offer than this.
Here are a couple tips for those of you who are utilizing telemarketing to set up your appointments. If you are calling to schedule your own appointments or have someone else, you want to focus on the largest possible number rather than quality of appointments. Here a few tips to accomplish that.
1. Properly define a “Lead.” I started my sales career in direct telemarketing sales. We had a saying, “All I need is a name and a number.” I get frustrated with so called “Sales People” who have this mentality: “I will go meet with someone as long as the merchant is interested, has a statement ready, and is planning to sign a contract with me.” That isn’t sales. For this industry your philosophy should be, “All I need is a business owner’s name, an address, and a general time when he or she might be available.” In other words, if your telemarketer gets a secretary or employee on the phone, train your telemarketer to get the owner’s name and the best time to catch him. That should be all you need.
2. Be flexible in your schedule. – I have told my lead scheduler that if someone wants to meet me now, email me the info and I will change my schedule. I promise you I am just as busy as you are, so if I can do that, you can do that. If my lead scheduler calls and the person says, “You know, Bob is hardly ever here, but he is in right now, where is your guy at?” I am on my way unless I have a pre-scheduled family function, really solid set appointment or I am in the middle of closing another deal. This is why it is important to have your lead scheduler set your appointments for general times, rather than specific times. I have “Morning” and “afternoon” appointments about 80% of the time, that way if we get a really good one, or someone asks me to follow up at a specific time, my schedule is still very, very flexible.
3. Don’t pre-judge a lead. Today I stopped at three really promising leads, what you would call “solid” leads. One blew me off; one forgot his statement; and the other one was not there. Then I walked in to a new business cold turkey, closed them on the spot and am about to key it in to ELAP right now!!!! That is how sales works. Don’t pre-judge a lead; remember all you need is the name of the owner and the general time when the owner will be available. It is your job to sell him or her. The only other thing I have my lead scheduler mention is to have a statement handy, but prospects do not have to agree to this for it to be a lead.
4. Have your lead scheduler go through one small area (two or three small cities or one big one) at a time, and really hit that city. Don’t worry so much about quality of leads. I would rather have eight or ten “okay” appointments within ten miles of each other than three “really solid” appointments that are thirty minutes apart. I don’t need an appointment scheduler to sell for me. I just need appointments; I’ll take care of selling when I get there.