Turning Around Rejection
"No" isn't a negative word

RideWay allows a Windows 95/NT workstation to share its Internet connection with other network workstations. Without changing the Microsoft dial-up networking settings, modems, cable modems, and ISDN cards become available for shared, concurrent access.

Other LAN users access different websites, newsgroups, and email POP3 accounts all at the same time via one Internet connection, using only one account at the Internet Service Provider.

RideWay: The Future of Internet Networking

Make "No" a Positive Experience
It is difficult to accent the positive when you are telemarketing your own services or products. Telemarketing can be a frustrating task. Statistically, it only has about a 5% to 10% response rate - even when it is being performed by professional telemarketers. So you must prepare yourself to hear "No thank you" a lot. Here's how:

Don't Overwork Yourself
First, and most important, telemarket no more than four hours a day. Any longer than that will make the experience frustrating (even if you incorporate the following proven tips).

Give Yourself A Break, Or Two, Or Three

1. Take a 10 minute break after the first hour of calls.
2. Take another 10 minute break after the next hour and a half. And so on.

Structuring breaks into your phone schedule gives you a much better edge psychologically. Not only can your mind, to say nothing of your voice, use the rest, you will find yourself compartmentalizing your work schedule into three or four goal-oriented phone sessions a day, rather than view it as one, long, exhausting day on the phone. (See the difference?) Also, if you're behind schedule or want to get home early, don't try to tough it out and skip a break or two. You'll be much more effective on the phone if you allow yourself time to rest on a regular basis.

Each 'No' Is Another Step Closer to 'Yes'
We're not talking about turning each 'No' into a 'Yes.' We're just putting the negative response in proper perspective.

Like we said before, telemarketing yields a 5% to 10% positive response rate. Two wrongs don't make a right, but nine 'no's do statistically yield a 'yes.' Every 'No thank you' you hear is an expected response that you can mark down as part of an ongoing process. If you dial the phone knowing that, on average, every tenth person you talk will respond positively, you eliminate the frustration and have a goal to work towards.

It'll also make you a more confident and effective telemarketer. How? Simple. When you do talk with the one-in-ten respondent who replies with a, "Sure, I'll be glad to schedule a meeting with you (or buy your product)," you won't be or sound surprised. Just professional.

And when you're on the phone conducting business, you definitely want to sound confident and professional.

The Marketing Partner comments and submissions to info@mpus.com.

Previous issues are on our website at http://mpus.com/tmp/.

Marketing Partners Incorporated
9385 Gerwig Lane, Suite F
Columbia, Maryland 21046-1561 USA

410.309.0596
info@mpus.com

Copyright ©2002-2011 Marketing Partners Incorporated, All Rights Reserved

http://mpus.com/
Revised July 2011