Business Services Industry
Getting to the right people.(tips about telemarketing)
American Salesman, March, 2005 by Bachrach, Anne M.
Have you always wondered what some people say to get the 'right' people on the phone? Wouldn't it be great to get your prospect's immediate attention with the first words out of your mouth? Before the call you need to find out a few things. What emotion do you want to invoke? You need to come up with a way to get their curiosity, right? The best way to do that is to accurately identify an issue which is relevant or important to them.
Assuming this is a referral, because you should never be making cold calls, you ask the person referring you for some insight on the person(s) you will be calling. You might want to ask the person referring you at least two questions on the people they are referring you to. For example, you might ask: Is the...
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