New business is the life blood of every profitable successful enterprise. Without it no business can survive over a long period of time. Many traditional professional service industries such as legal firms and accounting firms can survive for many years on referral and repeat business but even these firms must eventually look for new business. This is why the government is now allowing law firms to advertise. Every living organism grows to maturity levels off then dies unless it is injected with new life, new blood and new enthusiasm. The operative word being “new”.
Telemarketing is selling a product or service, or generating a sales lead, using the telephone. The great advantage of telemarketing over door-to-door canvassing, or door to door selling, is the time factor. Another important advantage is that you are not affected by the weather. The disadvantages are that you don’t have the benefit of visual aids, eye contact, and personal projection.
Companies invest a great deal of money on lead generation for their salespeople. They spend it mostly on media advertising, directories, shopping centre displays, and some, but very few, use cold canvassers, be they door to door canvassers or telemarketers. As I said earlier, door to door canvassing is the most cost-effecti method of generating sales leads, but rarely used, because companies simply don’t know how to organise an effective door operation
Most direct sales companies just hope and pray that some day they will stumble across a salesperson that is able to kill their own. Those salespeople, who can canvass their own leads and convert their leads into sales. Some companies don’t even know that this breed of salesperson exists. Of course, these salespeople are the “top guns” of the direct sales business. They are paid a premium commission and shown the respect they deserve.
Now that you have been taught how to deliver an effective sales presentation, filled with enthusiasm, and reasons to buy now, you would expect that everyone you presented to will buy from you. Unfortunately, that isn’t the case, because people will always exercise their God-given right of refusal.