As with any business, staff are one of the most important aspects of telemarketing. Dedicated, committed and talented staff can make a huge difference to the success of a telemarketing project. As well as being better able to engage decision makers and get their sales message across, good telemarketers can lay the foundations for a long lasting business relationship.
However, finding excellent staff is no easy task. Here at Blue Donkey, we’re always asked how we’re able to find such exceptional telemarketers. Though there’s no single answer to this tricky question, we’ve had a long, hard think about it and come up with five key steps any business can take to find, and hire, the best telemarketers around.
Step one: Look for a natural carer, not a natural seller
In general, the best way to connect with another person and another business is to put their needs and requirements at the heart of your call. People who are solely focused on hitting sales targets can often fail to engage the people they’re calling, putting their sales pitch before a genuine two-way conversation. Though you of course need your telemarketers to be able to sell, we believe staff who can empathise, and who want to deliver an outstanding customer experience, will be more likely to ask the right questions and communicate the right message, two things that can do wonders for building a trusting, long-term relationship.
Step two: ask the right questions
The best way to get an accurate idea of the character of a potential hire is to ask the right questions. We believe that situational questions reveal the most about a candidate’s personality and aptitude. Often beginning with the phrase ‘tell me about a time when….’, situational questions force candidates to talk about their actual achievements and talents. If you simply ask an interviewee to talk about how they would hit their targets – it’s likely they’ll tell you what they think you want to hear, instead of what’s really relevant.
Step three: don’t sell the role as a steppingstone to something ‘better’
All too often, telemarketing jobs are seen as a steppingstone to a ‘better’ position. And though it’s true that the skills employees learn working in telemarketing will stand them in excellent stead for a wide range of sales jobs, it’s crucial you don’t describe the job as being a low level position in your organisation if you want to attract the best people.
Step four: look for stamina
With the telephone being their primary work tool, it’s no surprise that most telemarketers spend their days making call after call. In order for someone to be a successful telemarketer, they need to be able to put the same energy, enthusiasm and passion into every single call. Look for signs of stamina in the candidate’s CV, keep an eye out to see if their enthusiasm levels wane during the interview and ask them questions aimed at revealing whether or not they will put 100% into each call they make.
Step five: personality, passion, persistence
These three qualities are essential for any truly successful telemarketer. People with personality, passion and persistence will stand out immediately at the interview, filling the space with their confidence and charisma. As well as being great at their jobs, these people will help to lift the entire team, helping to motivate and inspire your workforce and giving your telemarketers the passion they need to achieve their goals.
If you can find people who are naturally positive, engaging and enthusiastic, and who enjoy being part of a team, you’ll be well on your way to building an unbeatable telemarketing force. To find out more, or to learn how we can help supercharge your team, contact us today.