Letter from an employee who is passionate about the phone prospecting

Letter from an employee who is passionate about the phone prospecting business…

After a few descriptions of my job to my entourage, a few points bothered me. I realized that in fact the telemarketing business is still frowned upon in Quebec. The phone prospecting is perceived as employees speaking bad French announcing you the big winner of the contest you probably never participated in, but here you are in Cuba next week. So, to you behind your screen judging the business of phone prospecting, here is what I have to say.

First of all, NO, I’m not announcing you a contest winner, because most marketing firms like us don’t touch the individual. On the contrary, B2B (business to business) is quite complex and takes up a lot of energy in a day. I can ASSURE you that we get into a very technical way that requires a lot of focus and understanding. It is a business that requires quick adaptation to the prospect and it is CLEARLY not everyone who has this facility.

Secondly, NO, I don’t just make phones, I do more than that. I have a rigorous work ethic that allows me to qualify the right prospect and get the maximum amount of accurate information for our client. Moreover, telephone prospecting is an EXCELLENT generator of qualified appointments, but to generate appointments, you need personalized tools, right? Well, the tools are created by us, and we create them in a way that the client will be attracted by our attractive offer.

But beyond all that, the characteristic that is NECESSARY to do this job; perseverance. Without this quality, it will be difficult to get appointments. But why? Because after 15 voicemails, you may get discouraged and not want to call anymore! AND THAT’S NORMAL! That’s why we exist, because the work you don’t like, well we EAT it!

 

Essential qualifications to enjoy doing telesales

  • Be able to get accurate and relevant information and see if the person on the phone is an important person
  • Consistency = work rigor that is not given to all
  • Good communication skills, be emphatic, be able to adapt to the prospect
  • It takes a lot of affront, but have a middle ground so as not to fall into rudeness
  • Be persistent, voice mail.

And then, do you have the same perception of the ”telephone”?

I would like to finish by saying a big thank you to all those who believe in the phone prospecting, it’s with people like you that the perception of: “ah, you’re on the phone?” will change. To be sincere, I believe in it. For all the others who think that making calls is so easy, try calling the CEO of Bombardier to offer your service, and come back to me with news! Bye-bye, now!

 

Cédric Lachapelle
Telephone sales enthusiast

 

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