Handling gatekeepers. Although you should never sell your products or services to a gatekeeper you should always sell yourself. This person is your barrier to speaking to the person you need to make contact with, you need to convince them that you will not waste the person they look afters time and give them enough interest for them to want to put you through. Warm to them and they will warm to you.

Break down your calling into sessions. Keep yourself fresh and keep making regular contact with your prospect list by scheduling your calling into clear sessions. If you are planning to spend a day per week telemarketing then split this down into 2 half days for the week. Make sure you limit any distraction during a session (try not to jump at every new email that land in your inbox) instead get yourself a glass of water, sit down and be effective. It will take a hand full of calls before you get in the zone, so keep at it and you will soon be on a roll.

Follow up. When a potential customer request further information make sure they know you are going to want feedback and that you will be contacting them again. Deliver on your promises and contact them exactly when you said you would, these actions at the beginning of a potential business relationship will impress your prospect of your quality and distinguish you from everyone else that may be chasing them.

Just do it – focus, do a lot of it. It’s really easy to find other things that you would prefer to do than telemarketing. However, for your business to be successful prospects need to be identified and engaged and one of the most cost effective and direct ways is via the phone. It will takes a lot of picking up the phone so do not expect to turn your business around with 20 calls, it won’t happen.

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