Why traditional telemarketing fails.

Failing to provide evidence to support your statements. It’s important that you can back up what you claim you can do for a prospect when you’re telemarketing. Calling and saying we can save you more time or we’ll lower your cost is not a compelling proposition. It is even weaker when it does not take the trouble to collect material to prove its claims.

The value proposition (newer, better, faster, cheaper) provides no valid business reason to meet. We’ve heard it all before, usually every day, from all the companies that call, write, and email us.

Prospects avoid salespeople, so unless they perceive you as someone different, they’ll put you in the same box as every other sales executive they call.

The answer is simple: give them a compelling reason to listen to you. Compelling information is the answer to this problem that many don’t take the time to refine and develop.

If your reasons for contacting a prospect aren’t powerful enough to move someone to a point of interest or action, your prospecting will never be strong. Information is the key to success in most sales situations and prospecting is no different.

What you are selling is not of real interest to the prospect, what they can get from a meeting with you is. If a prospect can get information they can use, that gives them a strong reason to arrange for you to come see them.

Other professionals feel that simply mentioning the product or service they provide and talking about the benefits they offer will get them a date. If you’re selling IT solutions, insurance, advertising, marketing services, web design, training, financial or legal services, software, commercial real estate computers, or one of the millions of other products and services, consider this. 90% of your prospects have no interest in your product or service.

So if you think that simply telling a prospect what you’re selling is enough to stimulate interest, think again.

If you give a prospect information they can use it, this improves communication between you and your prospects and customers. This is because both of you benefit from the start rather than the prospect feeling like they’re doing you a favor by meeting with you. You are also building confidence by putting your best foot forward (your experience). You can blow up your competition by showing your customers that you are the best expert in your field.