Ok, so let me start off by being honest…telemarketing is NOT my favorite way to grow an agency, but it can be effective if done correctly. If you’ve see some of my other stuff you know how much I am very much against having your staff cold call because it’s stressful and draining…it beats them down. HOWEVER…I DO believe in having a separate employee to solely telemarket. If a person’s sole responsibility is to do that…its a much different circumstance. Also, I will take telemarketing over paid internet junk ANY DAY…from a cost standpoint and effectiveness stand point. But we all know you can’t just through a person on the phone and say – GO GET EM! We have to have them armed and ready to go from the first dial to the last.
Let’s be very clear about my approach to telemarketing. The goal is to be as QUICK as possible on the initial call to gather information (unless you are in a position to warm transfer to a sales associate). This means easy, quick questions that a generally non-invasive and an effective use of everyone’s time. The other “trick” to this quick conversation is making sure the caller acts like they are just assuming the customer is going to give the info to them…there cannot be ANY tone of doubt in your telemarketer’s voice whatsoever.
Another tip is silence. As soon as your telemarketer asks a question, they need to simply shut up and listen. Remember, in this type of prospecting, whoever talks first loses control and as horrible as it sounds, you want your guy/girl to be in control. On that note…not to be sexist, but females will out perform males in telemarketing 10:1 every time. It’s much harder to say no to a woman, especially a professional confident one (so remember this when hiring).
The other key is to have the “script” as a form, so your telemarketer can quickly go through everything in a sequential order and get the info. (Don’t worry…I’ve provided that to you!)
Lastly, compensation. This can obviously vary by location, but the basis needs to be the same. Low base pay…paid per lead with bonus opportunity (I’ve given you a copy of this as well!) So check out the free resources below…if you haven’t checked out the Underground Agency and your an insurance agent…I really don’t know what you’re waiting for (do you think I give the BEST stuff for free?).