Telemarketing Tips

Gary,

I love the "system". And, I agree, you need to start out asking for the order, which in this case is the appointment. Then, if the homeowner says no, you can use some open-ended questions to get a discussion going and hopefully find the weak point in the homeowners FSBO experience.

Does that make sense to you? If not, where would you go if the homeowner says no?

Kathleen

Quote:

Originally Posted by KSA-Mktg

Gary,

I love the "system". And, I agree, you need to start out asking for the order, which in this case is the appointment. Then, if the homeowner says no, you can use some open-ended questions to get a discussion going and hopefully find the weak point in the homeowners FSBO experience.

Does that make sense to you? If not, where would you go if the homeowner says no?
Kathleen

It makes sense to advocates of the school of selling that says "the sale begins when the prospect says no". That is in direct conflict with the approach I have suggested. So are open-ended questions.

In this case, first things first, Kathleen.

Gary,

So, if the homeowner says No when asked if they will meet, would you terminate the call at that point?

Quote:

Originally Posted by KSA-Mktg

Gary,

So, if the homeowner says No when asked if they will meet, would you terminate the call at that point?

Yes.

And, Kathleen, you know it's not for lack of persuasion skills or knowledge of alternative procedures on my part.

One of two things will happen with the prospects who say "no". Either they will get satisfactory results with their present course, or, they will be more receptive when we call them in a few weeks with a "restructured" offer to meet which will again follow the 45 word parameters described above.

The key point is that there never will be a shortage of people to call--and--there never will be a shortage of people who want to meet.

If we spend our time talking to people who say they don't want to meet, then we are not spending our time.....well, you know the rest.

But let it play out! We're getting ahead of ourselves. This works.

Hi Gary.

In real estate it is not uncommon for sellers who are selling their homes without an agent to receive phone calls from agents.

Countless times I have seen sellers who claim they will never use an agent turn around in a short period of time and list their home with a brokerage.

I attribute this to one of two (2) things. Timing and/or telemarketing skills.

Timing goes along the lines you mentioned in your post.

Telemarketing skills is as it sounds. For instance, I have watched new agents in training get rejected almost immediately on the phone only to watch the trainer call the same homeowner right back and get the appointment.

What are your thoughts on that? Thanks.

Hi Guys,

Gary, I agree that we should spend our time in the most effective way. But, my experience has been that some great relationships develop from conversations that start out with a big No. If you know what you're doing, and can prove to the person that you care about solving their problem vs cramming something down their throat.

I know its a fine line. I would never take a conversation past the point of being able to end the call on a friendly note. But, I think AZ's example of a newbie vs a trainer getting much different results is real life, too.

More of the wonder of sales - there's room for so many different approaches!

Kathleen

I'll reply to both posts jointly--but I'm not about to defend a system that works. I was in earnest when I said originally that nothing needs to be added to enhance this system. If you only want to think within the paradigm that selling skills are persuasion skills, I can't change that and I have no vested interest to make me want to. So here are my thoughts about points you both discussed.

Countless times I have seen sellers who claim they will never use an agent turn around in a short period of time and list their home with a brokerage.

That part goes along with what I said.

I attribute this to one of two (2) things. Timing and/or telemarketing skills.

The timing issue is congruent with the second call feature of the system which calls for a restructured offer. I don't know what you mean by telemarketing skills, or know whose theories would be used, what the cost of training would be to develop such skills, how many years it would take, and how many lost opportunities your company would suffer during the learning stages. I believe the risks of experiencing that scenario would be considerably more than introducing a 45 word offer and having people aboard that could repeat that offer.

Telemarketing skills is as it sounds. For instance, I have watched new agents in training get rejected almost immediately on the phone only to watch the trainer call the same homeowner right back and get the appointment.

Then all the newbie would have to do is do what the trainer did. If it was being watched, the differences had to be seen. But if we're talking about "intangibles" that can't be seen, how does the extensive logistics of deciphering that magic compare with having people of varying experience levels deliver a 45 word offer.

Or are we talking about "thinking on one's feet", a skill that cannot be taught, as opposed to preparedness which can be easily required?

...my experience has been that some great relationships develop from conversations that start out with a big No...

We're not looking for great relationships--we're looking for meetings with prospects. That was the problem at hand. And it had not found a solution--otherwise this thread wouldn't have started.

I know its a fine line. I would never take a conversation past the point of being able to end the call on a friendly note. But, I think AZ's example of a newbie vs a trainer getting much different results is real life, too.

In this system, newbies and trainers are required to deliver that very same 45 word offer. So the gap is closed considerably. If you have a trainer that can't adapt to a new strategy, you need a new trainer.

More of the wonder of sales - there's room for so many different approaches!

The wonder of sales has too many people wondering because there are so many different approaches. This system needs room for only one approach.

I'm not selling this system. I volunteered it because it works. No offense, guys--but I am not apt to blend it with traditional methods of persuasive selling. And my interest here is not to examine the contrasts.

45 word offer it is. I appreciate your patience and understanding.

No offense, guys

And, none taken.

Kathleen

Quote:

Originally Posted by Gary Boye

Tips or techniques will not help you--mine or anybody else's--regardless of good intentions. For effective telephone selling--an appointment or a product or service--you have to have a system. Here is a simple skeletal worksheet which will enable you to devise a system. Put a halt to your telephone campaign until the system is in place.

This is ________ from___________ .

I Meet with _______________ who are______________.

After meeting me (us), they have found that they are better able to______________ . They also________________ .

Can I meet with you?

For this project, devote your time to devising the components of that message contained in the last four blank spaces. Do not change any of the words I provided. It might take a few days. The words you provide should be truthful, nonmanipulative, and to the point. The entire offer (to meet) must contain no more than 45 words.

If you want to do this, complete it carefully, email the offer to me, and I will critique it and help you edit it.

Then restart the calling.

The above is neither a tip or a technique. It is instructions for using a system that has been one of the most effective ever created. There is nothing that needs to be added to enhance this system.

Woah.

Now THAT was a clear and confident answer. I'm not in real estate and don't call fisbos but I'm making notes. I have a "script" that works pretty well for me, but the pure committment and tone of your repsonse makes me want to try this.

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