Tip on tracking down a decision-maker. If you make outbound calls, getting through to the person you need to speak to can be challenging. But without this seemingly straightforward stage you’re going nowhere. Some of these responses may seem familiar.
“I’m sorry. So-and-so doesn’t accept sales calls. You’ll have to write in.” Or another one I’ve heard is “I’m sorry you make to have a phone appointment with them. You’ll need to write in.” Or possibly in this post-CoVid world “Paul doesn’t have an extension on this system, so you’ll have to write in.”
These are all part of the hazards we have to navigate I’m afraid. Fortunately, they’re not too common, but if you haven’t heard these knock-backs yet and you make outbound calls – you will!
A telemarketing tip
One of the things I’ve found works quite often is to try a different route to get through to them. You’ve probably been trying the ‘press 0 for reception’ or whatever and it’s the receptionist who is blocking you. That’s fair enough. They’re only doing their job. They’re only doing what they’ve been told to do. So don’t worry. Don’t invest any emotion in the situation.
But try one of the other options. ‘Press 1 for customer service’ will often be a good route to go. I’ve also found that accounts people are generally pretty helpful. You simply try one of the other number options though and ask to speak to the named contact you’re trying to get through to. Because they’ve not been primed to reject all calls to your contact, they won’t necessarily know the line to toe. You may find that this works. It certainly has for me, on more than one occasion.
Ironically, I also find that the decision-maker once you’re through to them is often charming, open and talkative.
For some more general tips on getting past the gatekeeper, have a look at this article more tips on getting past the gatekeeper.
Using various types of communication
You will frequently be directed towards sending email. Especially for someone you’ve not established a sales relationship with yet, it is worth doing just that. Sending an email. It can’t do any harm can it? I always suggest using templated emails for occasions such as this. First it ensures you don’t waste time crafting perfectly worded, personalised emails for someone who may not respond in any case. Secondly it ensures you are consistent with everyone you write. And your template will be a collection of your best ideas. Copy and paste and then maybe personalise the start. That’s what I do. I ensure that the heading is relevant to the person you’re aiming at too. So that can be slightly different according to who you’re messaging. You want to ensure that the headline grabs their attention. If they don’t even open it, your effort is wasted. For instance although I run training courses in communication for all types of office based telephone team, I will use the person’s function or job title as a guide. A customer service manager will receive an email which has a headline talking about customer service team training and development. An internal sales manager or a sales / telemarketing manager will receive something slightly different.
Midlands based training
For more tips and help with telesales, telemarketing and sales contact To Market who train phone team members all across the East and West Midlands and Eastern Counties. Telephone skills training in Birmingham, Coventry, Leicester, Nottingham, Derby, Loughborough, Daventry, Rugby, Lutterworth, Milton Keynes, Bedford, Newmarket, Cambridge, Peterborough, Bury St Edmunds. Contact us by phone 01858 461148 or simply send us some details by clicking here.