When you work in telemarketing, rejection is a part of everyday life. Though we work to ensure our success rates are as high as possible, you’re always going to come up against decision makers who don’t have time to talk, aren’t interested in your products or simply don’t want the hassle of switching suppliers.
Though it’s a hazard of the job, regular rejection doesn’t get any easier, especially for telemarketers who are committed to getting the best results possible from every call. To help our team cope with the knockbacks, and to ensure rejection doesn’t impact on the productivity of our workforce, we’ve developed a range of strategies to help our team cope.
If you’ve ever worked in sales, you’ll know just how powerful positive thinking can be. In fact, we believe a positive mindset can make or break a sales call. As well as helping our telemarketers approach each call in an optimistic and confident way, a positive mindset helps to convey the benefits and the appeal of the products and services we’re promoting.
One of the tactics we use to put our team in a positive frame of mind is to encourage them to remember the last time they had a really good call. Those calls where the recipient is engaged, when they had a mutually beneficial conversation and when their message really hit its mark should be kept at the front of a telemarketer’s mind whenever they pick up the phone. This will help to fuel enthusiasm when the telemarketer makes a call, and should give each contact a stronger likelihood of achieving the objectives set.
Give your call the best chance of success
Often, an unsuccessful sales call comes down to an inappropriate call list. If a telemarketer makes a call and the recipient isn’t receptive to the sales message, they need to take a look at the type of companies they’re calling. If the product, service or sales message is unlikely to be of interest to the names on the list, the telemarketer has a limited chance of success, no matter how enthusiastic they are. However, if the list is appropriate, it may be the positivity of the message – or the timing of the call that need to be adjusted.
Even if the product or service isn’t right for the recipient at this moment in time, if the telemarketer can stay positive, engage the person they’re speaking to and have a meaningful discussion, there’s a good chance the telemarketer will be able to come back to the company in the future. As well as helping to line up potential customers, this will help to ensure the next time the telemarketer contacts the company, the call is warmly received.
It’s not personal
Often we feel rejected when we perceive that the person on the other end of the phone is dismissing us. In these instances, it’s important to remember that rejection, in a business sense, isn’t personal. Instead of feeling despondent, we encourage our telemarketers to try putting themselves in the buyer’s headspace and thinking about how their language or their explanation can be improved to better get their message across. Failing to win buyers on every call is not rejection, its life.
In business, no one can be successful 100% of the time. Instead of focusing on the negatives of rejection, it’s important to think about how you can create positives from the situation. As well as helping to improve your mindset and make the working day even better, this positive attitude will be reflected in your success rate and could help you achieve more than you ever thought possible.