leverage leads and the system to produce optimal results
DESCRIPTION
Cold calling is tough! Even worse, if you're not prepped to call the right people, to say the right script/rebuttal or to have an overall system in place, every call will end in a hang up. So how can you become a top producer rather than dreading picking up the phone and dialing? During this Small Business Marketing 101 webcast, James Angel with DYL.com, joins us to break down the building blocks to successful telemarketing. You’ll walk away with a framework for: • Generating high quality leads • Slick sales system • Telemarketing scripts including rebuttals and power closers • Effective telemarketing solutionsTRANSCRIPT
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•Dead
• Last resort
• Frustrating
•Necessary evil
Cold Calling is…
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•Have an elevator speech
• Calling the right people
•Anticipate objections
• Keep your attitude in check
•When you call and keep calling
Cold Calling Works
Lora UllerichBrand Journalist
James AngelBusiness Consultant
Session Framework
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• Create a dialing framework
• Identify triggers and opportunities
•Assemble gladiators
•Best practices
• Five action points
Session Framework
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Housekeeping Items
• Giveaway• Dashboard questions• Tweet:
– @coleinformation
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• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses
and phone numbers
• Invaluable information for: • Telemarketing• Debt collection• Law enforcement
• Today, web-based lead generation for smallbusiness.
Then & Now
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Cold Calling Success
• Number’s Game• First 10-seconds count!
• Focus on “local” in your introduction• Use your best inflection and tone• You’re calling to advise and consult, not sell• Time & day matter
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• Top problems for sales reps• Making contact with leads• Using the right equipment• Time management• Following up
Why Dialers Make Sense
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• Top problems for sales managers• Hiring the right people• Motivating• Performance monitoring • Better software• Managing data• Finding good leads
Why Dialers Make Sense
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• Increase efficiency• Increases sales rep morale• Decrease frustrations and repetitive task • Tacking, reporting and accountability
• Benefits outweigh the cost
Why Dialers Make Sense
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Timing is Critical•Timing:
•The ability to deliver an offer when the consumer is likely to be most interested.
•Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc.
•Personalized: •Tailor it to your ideal customer.
• Settled in their home. • Never really had the opportunity to research
insurance when they purchased their home.• Reach out to 60-90 days in advance of expiring
homeowner policy leads. • Successful agents:
• Drop postcards, personal notes or make a simple phone call.
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First-Year Renewals
• Neighbor search is the best way to grow book of business.
• Consider your 10 best customers:• Now ask yourself:
• Where do they live?• What’s their home worth? • How long have they lived there?
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Referral Marketing
• Auto + house + Life + Toys = Umbrella.• It’s a win-win. The homeowner saves money
and you increase your commission. • Time investment pays off.
– Customer appreciates the consultation, compassionate, relationship-style approach.
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Focus on High Value Prospects
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• Key performance indicators
• Pay Structure That Awards
• Motivate and Reward
• Bonus by Hitting Sales Goals
Assemble Gladiators
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• Sales post call analysis
•Home work
• Testing
•Role playing
• Coaching
Training
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Know What to Say
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Tips Telemarketing
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• Easy to use
• Your team likes using it
• Works with current phone
• Can upload spreadsheets
• Dial 100+ leads an hour
• Administrative & rep features
• TCPA compliant
Dialer Best Practices
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• Customized dashboard
•Add notes or disposition
• Follow up features
•Organize and prioritize
Sales Rep
Features
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• Manage sales reps account
• Real time reporting
• Call Statistics
• Manage, filer and reload campaigns
• Customize dispositions
• Call recordings
Administrative Features
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•Objections
• Equipment
• Call scripts
•Dialing plan
Dialer Implementation
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Dialing Plan
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Calling Schedule Game Plan Time Monday Tuesday Wednesday Thursday Friday
9:15-10:00 a.m. List cancellations List cancellations Home Home Home
10:00-10:45 a.m. Win backs Win backs Renters Renters Renters
10:45-11:30 a.m. X-Dates X-Dates Auto Auto Auto
1:15-2:00 p.m. Renewals review Renewals review Life insurance Life insurance Life insurance
2:00-2:45 p.m.
X-Dates X-Dates X-Dates
2:45-3:30 p.m. Aged Leads Aged Leads Aged leads
3:30-4:15 p.m. X-Date win backs X-Date win backs X-Date win backs
Benefit Save your book when fresh Set follow-up renewal.
coverage protection/cross selling.
Allows for prospecting later in the week.
Estimate Call 700-800
contacts called. No answer:
leave message. Two drip
marketing future emails.
Benefit Generate policies Call cross sell list during the
day with call, voicemail and email to follow later in weekend.
Estimate Call 1,100 contacts
called.
No answer: leave message.
Three drip marketing future emails.
2,000 emails sent.
LUNCH BREAK
Consistency
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Your Agent’s Big Advantage• You know:
• The local market area• The customer’s preference• Their product
• You have the power:• Adjust marketing. • Track and measure.• What’s working? What’s
not?
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• Scripts
•Gladiators
•Dialing plan/system
• Start dialing
• Compare results after 1st week
5 Steps To Increase Sales
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• Free GXP 2140 4 Line VOIP Phone• Comment in the Dashboard if you are interested in DYL & want to be
included in the raffle• Discount Rates: 50% off 2 months
• $75/mo per user instead of $150/mo• Promo Code Mention: DYLCOLE14• Get customized Calling Schedule Game Plan for your company
Visit: DYL.comEmail [email protected] Call: 626-408-2662 (888)-310-4474 x205
DYL Offers & Giveaway