Cold calling and telesales are words that conjure up images of scripted phone calls with a view to getting an immediate sale or appointment. Good telemarketing is about building relationships. It's about creating confidence and trust whilst giving the understanding that 'we would like to do business with you' in a professional way. Some of the best and most successful appointments I have made are the ones that have taken two or three calls. This is usually the initial call, perhaps followed by an email with information on the client I am working for. I then call back to discuss that information. All this time I am trying to build that relationship. If there is not a deal to be done just then at least I have someone who will be happy to speak again. Two of the biggest contracts I gained for Moore Fleming took several months.
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