Telemarketing/Telesales Training That Produces Results

I happen to have a great deal of experience telemarketing, both to businesses and residential prospects for a variety of products and services. I was asked to help set up a project for a mortgage company in early 2007, around the time of the mortgage market crumble.

Despite the timing, I was able to set up a successful telemarketing operation starting first with myself as the only telemarketer, to 7 part-time telemarketers. We began to generate 40-50 new loan applications per week with very basic resources.

The goal of the operation was to generate loan applications from homeowners who had adjustable rate mortgages that were going up 1-3%. For the most part, these were sub-prime mortgage borrowers.

From the start, we had many things working against us:

1. Bad timing-The mortgage melt-down was just starting to happen, and many mortgage companies were going under.

2. No capital-The owner of the company did not have the capital to invest in software or computer dialing equipment.

3. Bad prospect list-The list we used was the same as hundreds of other companies around the country. The only benefit was the list was clean, in other words, nobody on the list was on the Do Not Call list. (Most lists sold today have this feature).

But, I was able to make the operation work simply by working at developing scripts that produced results.


Learn Telemarketing Techniques That Work In Any Business Climate

Here is what I did to produce results telemarketing in the mortgage industry:

1. I began calling myself- keeping very careful track of results on paper, during each session I called. This included dials, completed calls and loan applications generated.

2. I tested one script at a time- to determine which script had the best results. I tested the responses to objections homeowners raised, and detailed the results.

3. Adapt and Adjust-Based on those results, I when I started, I began generating about 3 applications per week for the first 2 weeks. I tweaked my scripts and adjusted, bumping the count to 5 applications per week, and then produced a very strong fourth week of 15 applications.

4. I simply cloned what I was doing- I hired 6 telemarketers to do what I was doing. All of the scripts were in place, as well as rebuttals, and I put a simple set of tracking forms together for each caller.

5. Adjust Some More-I began monitoring calls, I held weekly meetings and soon, we were generating 40-50 loan applications per week, consistently!

RESULTS: Dozens of closed loans and around $55,400 in fees and commissions for the company, all in a six week period.

Obviously, this is a very abbreviated version of everything I did, but, it gives you an idea of what you can do with telemarketing. If it will work in a bad, saturated market with very basic resources, do you think telemarketing can work for your business? If you have a large or small business, telemarketing can be a successful, cost effective form of marketing and can be replicated FAST.

Learn Telemarketing Techniques That Work In Any Business Climate

You need a script to follow, in order to track your results. Otherwise, you will never have a clue as to what is working on the phone. A good script will save you a lot of frustration and guesswork, along with time and money.

All of my results are based around a book I read a few years ago. The techniques apply today and work just as well. The book is written by Steve Shiffman, another expert in the industry. In his book Cold Calling Techniques: That Really Work you will be able to easily develop a script specifically for your business, industry or project. Best of all, the book is only $10.00!

Do not be scared about the Federal Do Not Call List. As long as you follow the simple rules, you will do just fine.

Visit the Do Not Call List Web Site. This site has all the information you need to get started legally telemarketing. Make sure you check your STATE laws as well.

Note: If you are doing business to business telemarketing, the DNC rules, at this time, do not apply. This means if you are calling businesses during normal business hours, you are exempt.

Gone are the days when you could just pick up the white pages and start calling, but this also means less competition on the phone for your offers.

Stay Out of Trouble: Get Your Copy Of Cold Calling Techniques