How you can improve your telesales and how we can help you close your deals!

1. Telesales for the Terrified………
By
Julie Cook
Founder Reach
Telecommunications

2. Introduction
• Most businesses go out of business because they don’t have
enough customers
• High growth businesses exhibit 50% hunting mentality and
also hunt for bigger and larger clients
• Fact:
80% of sales require 5-12 follow ups to close a sale. 44% give up after the 1st attempt.
Source: The marketing donut
The average person only takes 2 attempts to reach a prospect
Each year you lose 14% of your customers…. never stop prospecting
• Having an effective lead generation strategy is vital to growing
your customer base, but also weeding out unprofitable
customers.
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

3. What’s in it for Me?
Learn about best practice and lead generation
strategies:
1. Give you some hints and tips for your business
2. We are going to review your current sales
pipelines and set some goals
3. Promote some useful discussion so that when
you drive home today you will be thinking of
how to apply these to your business
Lets look at your Takeaways………
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

4. Reach
• We do Lead Generation and Lead Nurturing
• I started Reach from home in Oct 2012
• We now employ 17 people
• We made 9500 calls in October
• We make approx. 210 qualified F2F
appointments
• Our clients report an average 45% conversion
• We use technology and tools to keep ahead
• We invest in our people – work smarter
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

5. Experience
Reach Telecommunications Ltd, The Parflo Building,
Huxley Street, Altrincham, WA13 9QW

6. What is Lead Nurturing?
Inbound
Leads
Client Website
Driving
Traffic/positive
reviews/analysing
visitors
Social Media Platforms
Reach Communications
Management Tools

7. Preparation and Planning
• Research and identify Target Market Sector
• Who is your decision maker?
• What does a Good Lead look like?
• Create a clear value proposition for your Lead
• Develop a call frame and test it
• Identify potential barriers and objections
• Understand your ROI (Return on Investment)
• Use a USEFUL CRM system to measure, simplify, report

8. Preparation and Planning
Right
Target
Market
Build
your
pipeline
Identify
Pain &
Solution
Qualified Appointments
Reach Communications, Cinnamon House, Crab Lane,
Warrington, WA2 0XB T: 07989 547105

9. Making the Call
• Gate Keeper handling
• Confidence
• Don’t waste your time or energy – only pitch
to the right person
• Then … don’t pitch, listen
– Why, what, who, when
• Don’t be afraid to close
• Don’t take it personally
• Sell the sizzle not the sausage
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

10. Follow Up & Call Recording
• Make proper notes – build a story, names,
detail
• Diarise a callback and make it happen
• Listen to your calls – cringe worthy but its
invaluable!
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

11. The Close
• Identify Pain
• Be brave, go for it
• Keep it simple, concise and manage the clients
expectations
• Ensure that Who Ever is going on the Visit
makes a Suitability call within 24 – 48 hours to
– build rapport
– introduce
– qualify from a technical perspective
– and move the sale along
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

12. Summary
• Telesales not for the faint hearted
• Devil is in the detail
• Expect change and continual investment
• Persistence and tenacity required
• Use in conjunction with other marketing tools
– Social media
– Referrals
– eMarketing
– PR
• It does work, it is worth it…..
Reach Communications, The Parflo Building, Huxley
Street, Altrincham, WA14 5EL 0161 929 6269

13. Is it Worth the Effort?
• Telesales Statistics: A good/expected return
should be £4 of sales for every £1 spent
• What other activity do you do that generates
a 1:4 return?
• Review what we wrote in Take Aways
Reach Communications, Cinnamon House, Crab Lane,
Warrington, WA2 0XB T: 07989 547105

14. Contact Details
Julie Cook
Director
T: 0161 929 6269
M: 07989 547105
E: julie@reach-communications.co.uk
W: www.reach-communications.co.uk