Dealing with different prospects is never a simple task. For telemarketers who have to do it all the time, it can be difficult to maintain a steady composure sometimes. Luckily, even though it’s not easy, keeping your cool isn’t impossible either. To help you stay in control when talking to challenging prospects, let’s take a look at the three common problems you typically encounter from prospects during telemarketing campaigns and discuss some proven ways to tackle them effectively.
- Prospect ignores your calls.
You’ve been reaching out to a prospect for how many times now. But, to no avail. Apparently, your calls are being ignored. The best thing to do in this scenario is to find another way to connect with that particular prospect. Send your prospect a personalized email or, better yet, use the power of direct mail. This might bode well for your outreach efforts, especially for prospects who prefer email or other means of communication than telephone calls. If you still aren’t able to get a response after doing this, set another follow-up call for a few months out and try again.
- Prospect hangs up on your calls.
Sometimes, your prospects aren’t entirely to blame for their behavior during a telemarketing call. In many cases, it’s probably something that you did or said that causes a prospect to prematurely end the call. How many times would you say have you tried to reach this prospect? Is it fair to say that you’re constantly being polite on the telephone? With a prospect like this, being assertive may actually aggravate the situation. The best thing to do is lay off this prospect because you were off to a bad start. Go after another person inside that company instead and this time, employ a low-pressure strategy like sending brochures or postcards. Or, you can simply direct your efforts somewhere else.
- Prospect badmouths you
Mean prospects are sure to burst your bubble. However, you don’t fight fire with fire. Contemplate first. It might have something more to do with you than them. Take for example, calling at a bad time. Such times often draws out the worst in people and you’ve just presented yourself as a person they can vent off their frustration at. In such a case, you should genuinely apologize and acknowledge that you have been intrusive. This often lowers the tension. Since it’s clearly not a good time to talk, ask if it’s okay to call at another time. If the prospect agrees, that’s a good sign. Set up another schedule where you can ring them up. Otherwise, you certainly had gotten on the prospect’s bad side, and it’s either you let that prospect go, or you can pass him or her to a colleague (someone else in your team might have better luck dealing with that prospect).
So, there you have it, we’ve just gone through the three biggest problems prospects sometimes give you during telemarketing calls and, more importantly, we’ve taken a look at some ideas to help you work around these issues. No amount of rejected calls, hang-ups or mean words from prospects in your telemarketing campaigns should keep you from trying (well, unless facts and figures say so). Handling prospects is only as difficult as you allow it to be.