anderson bak

The next course we are presenting is on Wednesday 22nd July and will held at Leicester University, in the fantastic grounds of the Botanic gardens.

The course is already 75% booked so don’t waste any time if you know you need to improve.

This is not a course that teaches you what you already knew. Those common sense courses are a luxory none of can afford to spend a day with. This is a course that will show you techniques and ideas that you have not heard beofre and that will turn your telemarketing activty into a fundamentally successful tool within your business strategy.

The last course was a great success, but don’t take my word for it . . .

“Paul is a great person. As well as being very personable he is truly an expert in the field of telemarketing. My fear of making calls was definitely decreased after I attended his training course and would have no hesitation in recommending him to businesses of any size.”
Bali Sethi of Frontier Mail

We’ll show you how to get past the gatekeeper, how to answer difficult questions, how to close, what questioning techniques work and what techniques to avoid, how to use telemarketing within your other marketing activity and most importantly of all, how to enjoy the calls.

Call now to book your place

0871 9712559

There are many ways to market your business, but in these economic times, perhaps three areas that will give you a return on what they cost is enough for now. Three is a fairly random number, but three it is.

1. Direct marketing activity - telephone, meeting businesses, knock a few doors, attend a business event or two, telemarketing. Because of the immediacy of direct marketing, targets are great to manage and easy to account for what you’ve spent.

2. Video - Viral, website, DVD give-aways, include DVD in letters and brochures, you tube, facebook, exhibitions, reception areas.Video made well gets you noticed, makes a splash, creates an event out of interacting with your company.

3. Email marketing. Spend some money, buy a list of very appropriate companies and build a campaign over a number of months, then feed in results into the previous two methods of marketing. Emails can reach a wide audience, and as long as you build an intelligent campaign, this can create a huge database of interested companies beating a path to your door.

Join the next Telemarketing Training Course - ‘Remove cold calling from your telemarketing‘

Wednesday 22nd July 2009

0871 9712559

• Know how to completely eliminate cold calling techniques from your day – ‘THERE’S A BETTER WAY’.
• Understand how to avoid TPS issues - a possible 5k fine every time you ring someone who is registered to not receive marketing calls.
• Beat the conversion ratios and making an approach work for you. You’ll throw away your scripts after this.
• Reduce the volume of calls by at least 50% whilst increasing the volume of appointments you make
• Painlessly get through the gatekeeper - unless you do they are the decision maker
• Understand the principles of influence and the psychology of buying  - whether you’re making or taking calls this is vital information
• Relearn questioning techniques - There’s a right way and a wrong way , one works -one doesn’t
• Develop a new way to understand objection handling in a way that will make the call become a conversation
• How telemarketing can work with other marketing activities  to produce maximum impact

After a brilliant day training yesterday, with copious amounts of coffee now pumping through my system, I’m pleased to announce the next course will be held at Leicester University on Wednesday 22nd July.

There’s already half the places booked with a further 4 places pending, so it’s certainly going to be a busy day for everyone who attends.

The course is successful for many reasons  but I feel because  we make  all topics extremely relevant and pertinent to each business attending, the course has a greater relevance.  The next course we run on the 22nd July will be a challenge to deliver as there are some major British companies in attendance, who will no doubt benefit hugely from the plethora of new and interesting techniques discussed.

If you’d like to be sat with some of the top UK businesses learning techniques that they will be employing, then please contact our office as soon as possible to book your place.  (Space is limited) 0871 9712559

It’s almost a cliché but it’s very true. We all love to buy but we hate to be sold to. Cast your mind back to the last time you went into an electrical shop. Browsing the televisions. The second you start to look at something a prepubescent teenage shuffles over to ask if you need any help. You happily tell him to go away as you’re still looking. As he walks away you mutter to yourself about pushy salespeople. After another 10 minutes when you’ve finally decided which state of the art flat screen monstrosity you’re buying, you look around for a shop assistant. When you realise that there’s no one there you exclaim very loudly, ‘there’s never anyone there when you need them’.

It’s a truism and worth taking with you to your telemarketing, and genuinely approaching your calls differently as a result. People like to make informed decisions, it makes them feel clever, it makes them feel that they appear clever. So to try and rush the call and get a snap decision will make them feel stupid, and they will not want to appear gullible. Let them make an informed decision, take a slower view, send an email and then make a follow up call. It’s better for you that they make a more informed decision as they are less likely to cancel, but also it’s better for them as they will feel that you’re not a sale person, but someone who represents the company.

How many ways can you inform your potential customers?

Email, blog, seminar, present, event sponsorship, exhibition, network seminars, telemarketing. Try to change some of your sales messages into educational messages

Telemarketing is a skill when you get it right. It enhances a business and makes financial sense in a very real and immediate way. Getting it wrong can destroy a business in seconds.

For telemarketing training that works call 0871 9712559

It’s often the case that sales theorists are often criticised for just regurgitating common sense pretending to be insightful. I’ve seen it, experienced it and when I was younger, guilty of it.

However, here’s a golden piece of advice - Be Prepared. The Boy Scouts motto doesn’t just apply to camp fires and woggles.

If you’re going to ring someone then learn as much as you can before you ring them. A name is always a good idea, what the company does, perhaps a bit about their ethos and published values, are they Investors in People registered, maybe alternative numbers, read the website, read their blog. It takes 5 minutes, and I can guarantee you’ll achieve more when you ring than if you ring in ignorance.

We receive calls all the time, and even today, received an abusive call from a very large insurance company. I won’t bore you with why they were ringing, but it wasn’t something we could help them with. At that point they got very angry, and even rang back to shout at another member of the team. Obviously very unprofessional behaviour like that won’t help their cause, but if they had spent 5 minutes researching us, then their approach might have been better suited. It’s often an arrogance of a big brand expecting all the doors to be opened for them - ‘How dare they not play ball, don’t they realise I’m part of the British business aristocracy?!’

So preparation shows intelligence, a certain level of humility and perhaps makes your approach a much better fit to the company. Telemarketing isn’t just about sales, it’s about negotiation, it’s about listening, it’s about patience and understanding.

Every month we conduct a telemarketing training course. It’s a continuation of this blog site, and turns this theory into practical tools. If you work for a big company or a small company, and want the telephone to stop being your enemy, then call us to arrange your funded place.

And if you are the angry person from that insurance company, then why not book a place!

0871 9712559

Paul

Telemarketing training, telesales training, marketing training for businesses.

One of the grumpier questions telesales consultants can get asked. It’s really a question in 2 parts. The first part is rather philosophical - Who are you? What is meant is Are you a company that can benefit me/my business in any way? The second part ‘what are you selling’ is really an opportunity to rethink how you describe what you are selling. Are you selling drills or are you selling holes, are you selling holidays or are you selling the experience of a lifetime, are you selling health and safety or are you saving lives?

You get my point?

I suppose in truth, when someone asks ‘who are you and what are you selling?‘ there’s a tired impatience behind the words. Maybe a sense that this isn’t their first telephone call of the day.

It’s also very indicative that you’ve just used a sales cliché -(it’s a ‘free no obligation quote‘ is a dead give-away of double glazing) so you may want to re-look at how you start the call, either in tone or in phrase.

Telemarketing is a skill when you get it right. It enhances a business and makes financial sense in a very real and immediate way. Getting it wrong can destroy a business in days.

For telemarketing training that works call 0871 9712559

I’ve worked within marketing for over 20 years and I’m always happy to learn new techniques and approaches. It’s often said that the best marketers are the best thieves. Maybe. I prefer to think of us a freedom fighters liberating language and ideas and finding new contexts for it to work within.

Today, with my good friend and business partner, I went to the Leicester Market to buy some fruit and veg. (Leicester Market is amazing, and full of fantastic produce) Surrounded by the noise, bustle and fellow shoppers, it’s easy to become numb to all the traders shouting their prices. However, whilst buying my bananas, the man serving me noticed that the bowls he was selling were spilling over with fruit. He instantly changed his cry from “pound for a bowl of nanas” to “too many bananas in a bowl for a pound”

How brilliant? It’s almost worthy of Monty Python, whilst at the same time conveying, perfectly, everything you need to know. How many bananas? Too many/lots, in fact the bowl is overflowing with bananas! You won’t be able to eat them all there’s so many. How much does this feast of bananas cost? Well, the answer is not very much, in fact it’s incredibly low considering the  banquet of bananas that are flowing from this Bacchanalian orgy of fruit.

OK. I got a little carried away, but why not try and get carried away with your business. Try to convey a real sense of service and value. Currently values are hard for businesses to convey without resorting to the ASDA pricing ‘roll-back’ message.  Can you deliver too many of what you sell for only a seemingly small amount of money? I’m sure you can.

We offer telemarketing training for companies who need to convey how many they have and how wonderful their product and service is. The next course is on the 18th June. Ring us to book a place and start selling more of what you do.

0871 9712559

It’s not an accident that during the current recession sales and marketing businesses are booming. Why?

Well, it’s because businesses that have not fallen, are going to need to bring in the bacon. Despite there being less competition you need to get serious with how you’re going to grow your business. Most businesses have a sales strategy, and are able to process new business. The biggest stumbling block is the initial introduction. How to make the prospect appear? You don’t have to resort to cheap magic tricks to generate new clients. Even the most basic telemarketing campaign, on a small but controlled scale will double your business within 6 months. (No magic wands required!)

The key issues to consider are:

Data required - it’s illegal to ring straight out of the yellow pages.

Time available - not point having hefty targets if you can only spend 1 hour a week on the phone

Key methods and approaches to take or dismiss

Objection handling

Gate keeper issues

Closing - when, how, what.

Talking Solutions offers a training course for businesses each month. It’s held in Leicester and teaches business owners how to make telemarketing work within their business.

The next course is 18th June 2009

Call Now to Book your Place

0871 971 2559

“I hate cold calling.”

Sound familiar?

I’ve never met a business owner who welcomed cold calling. In fact, many will proudly declare that their ‘business is so good, they don’t have to make any calls this week’.

I must admit I’m not a fan of cold calling either. For me the phrase wreaks of call centre, scripted formulaic calls to businesses waiting for someone to take pity on the caller and say yes.

Here’s my advice. Stop describing it as cold calling. Why not cut to the chase and describe what’s really going on? The truth of the situation is it’s blind calling. They don’t know you and you don’t know them, and because of that you feel uncomfortable. So let’s take some of that discomfort away. Spend 5 minutes researching the company you’re ringing, their competition, their market place and maybe, their typical clients. Suddenly, you’ve just changed a blind call into a more specific and pertinent call.  It’s certainly not a cold call anymore.

Remove the call centre language and ethic and you’ll find the work much more enjoyable, and instead of trying to have predetermined telesales calls you’ll be having real conversations with potential clients. And who knows, you may find out that you’re good at it.

Join the next Telemarketing Training Course - ‘Remove cold calling from your telemarketing’

Wednesday 22nd July 2009

0871 9712559