Our newsletter was released this week to our subscriber base.  If you would like to subscribe, please visit http://richworldwide.com/requestinfo.php.   We publish new articles every two weeks.

KC’s article was titled Encouraging Your Prospects to Answer Qualifying Questions. When making telemarketing or cold calls, the goal is to get your prospect excited or interested — but also to qualify them based upon your business needs. KC’s article highlights tactics for addressing qualifying questions.

Brenda’s article was titled Using Horse Sense To Create Credibility.   Her article provides information about how to establish credibility when talking to prospects. Cold calling and telemarketing only allow a short period of time to establish credibility.

To view our complete newsletter, please visit http://richworldwide.com/newsletterarchives/newsletter030910.php.

If you have suggestions for upcoming topics, we would love to hear from you!

Have you ever tried to reach a decision maker and they refused your call simply because they did not know you?   Cold calling and telemarketing is tough.   Studies have shown that 84% of Executives are more likely to accept an internal referral than an outside cold call. When calling a company, sometimes you are referred to other people and other departments. Utilize this information such as “Hi Bob, I spoke with John in HR and he said you were the guy that I needed to speak with”. Using an inside referral will give you a foot in the door compared to a traditional telemarketing call.

Do you ever wonder if you are reaching out to the correct audience?  Spend some time profiling your target market. You might want to send out mailers or emails to those that could be part of your targeted audience and see if interest peaks.

If the area is saturated, you will need to reach out to another geographical area or perhaps reevaluate your product or service.   Reaching the business that are most likely to have an interest in your services can be tough, but researching before hand will save time /energy and increase your cold calling and telemarketing effectiveness.

Make sure the list you are using on target. If you are reaching out to an industry that does not have a need for your product/service, chances are you are missing out on a sale and not utilizing your sales efforts effectively.

Rich Enterprises uses specific criteria for list building for our sales outsourcing programs. Let your telemarketing company know what list factors are important to you and your business.

What is the best way to handle a tough gatekeeper when you are making sales calls? Rich Enterprises has some of the best, most professional marketers working for us and each them has their insider secrets.  We have found that the best way to handle a tough gatekeeper is to befriend them. Gatekeepers have a tough job to do and they should not be considered your enemy, but rather you should befriend them when you are making telemarketing calls.

 When you cold call and reach a gatekeeper, make note of her name and your conversation with her. If you spoke about the weather or the upcoming holiday, notate it for future call backs. This helps you, the telemarketer build rapport with the person that is your bridge to the decision maker.

What are your favorite tactics for reaching a gatekeeper?

Leaving a voicemail is not challenging, but leaving one that peaks someone’s interest enough to return your call is something entirely different.  In b2b telemarketing and cold calling, a strong effective voice mail increases the likelihood of returns calls – which ultimately increases your odds for getting sales leads and qualified sales appointments.

Before you make any cold calls, prepare a sample voicemail script that gives the topic of your cold call, your contact information, and most importantly how your product or service would benefit their business. If you are offering a special rate or free evaluation, mention this in your message.

Always be brief, concise and to the point. Remember the more messages your leave, the more comfortable and effective you will become.  Best of luck to you in your cold calling adventures!

Our newsletter was released today.   Sandra’s art icle was titled “Condensing Scripting For Busy Prospects”.  Her  article describes how to work with busy prospects when you are making telemarketing and cold calls.  Sandra has been a part of our sales team, but this article was her writing debut with our newsletter.  Great job Sandra!  

Brenda’s article was the third article in a series regarding direct mail.  Her article offers guidance for measuring the success of direct mail campaigns.    

Full articles may be viewed at http://richworldwide.com/newsletters.php

To receive our bi-weekly newsletter, please go to http://www.richworldwide.com/requestinfo.php to activate your subscription.   We would invite you to subscribe to our newsletter and received free sales articles.

Have a suggestion for an article topic?   Please feel free to contact us.

Have you hooked up with Facebook or Twitter for your business? Many businesses are joining the networking sites for everything from reaching out to the talented professional to product and services promotion.  Would joining the social networking sites be good for your business?

Ask yourself these questions:

• Is your product or service one that can be promoted through social sites?
• Would you benefit from virtually free exposure within social networks?

 Studies have shown that firms that use external social networks see a boost in traffic compared to companies that don’t.   Here at Rich Enterprises – we have not elected to use social networking since our business is B2B telemarketing, outsourced inside sales, and cold calling; the social networks are just not a good fit for us for finding new business prospects. Make sure, based on your business model and current needs that social networking is a fit for you and your business.

Our newsletter was released on Tuesday.   KC’s article was titled “Casual Comebacks for Common Objections”.  KC is able to list several objections that he frequently encounters when making b2b cold calls and his favorite responses to those objections.

Brenda’s article was about direct mail and was the second in this series.   Her article includes several tips for increasing the effectiveness of a campaign.    

Full articles may be viewed at http://richworldwide.com/newsletters.php

To receive our bi-weekly newsletter, please go to http://www.richworldwide.com/requestinfo.php to activate your subscription.   We would invite you to subscribe to our newsletter and received free sales articles.

Have a suggestion for an article topic?   Please feel free to contact us.

If you are engaged in b2b telemarketing, cold calling, or sales; you need to look for failures in order to take corrective action – and those corrective actions will lead to greater success.  For example, with our telemarketing programs, we  review the daily all calls report to study trends and determine what obstacles are standing between us and success (sales leads and sales appointments).  Once we have identified the obstacles, we can take corrective action to ensure future successes with your sales campaign.

You should do the same with your sales approach.  Identify your stumbling blocks, take corrective action, and increase your likelihood for success in the future.

Our newsletter was released today.   KC’s article was titled “Keep Your Eye on the Prize when Telemarketing”.  His articles included tips for keeping focused when making b2b cold calls.  

Brenda’s article was about direct mail and how that can help a company get new prospects and bring in new business.  

Full articles may be viewed at http://richworldwide.com/newsletters.php

To receive our bi-weekly newsletter, please go to http://www.richworldwide.com/requestinfo.php to activate your subscription.   We would invite you to subscribe to our newsletter and received free sales articles.

Have a suggestion for an article topic?   Please feel free to contact us.