Another Michael Jackson tidbit...I used to imitate him years ago (you really didn't see that coming!).
I didn't look like the 2000's MJ, but I was a spot on ringer for the "Off the Wall" & "Thriller" version.
Did a pretty good singing and dancing rendition of Billy Jean...yes, Moonwalk and all!
I used to get paid to do parties and one time a gig wanted me to sing live at a party. Not a problem...especially for $200 and all the shrimp I could eat!
Performance night and the conditions were ALL WRONG! Floor was slick and I thought I might fall. The sound system was awful and I couldn't hear the music. In spite of all the drama, the show must go on...right?
Needless to say...I was awful. I couldn't even take the money...yeah...that bad!
One thing I learned that night, is no matter how much people loved Michael Jackson, a bad imitator will still get booed...there...I said it!
From that point forward, I was always mindful of the conditions...and practiced, practiced, practiced!
Before you begin telemarketing are you mindful of the conditions and ready to perform? Are you confident so that you are smooth and natural? If you are prepared and practiced, you are 90% of the way to success!
If you are not...you will get booed...or worse!
In various surveys there are many reasons people "boo" telemarketers, but the ones you can control can make a difference in how effective you will be;
Sounding scripted - Think back to the last few calls you got (that you answered) and how annoying it was to have the person sound like they were reading a script from the computer. While that is likely the case, practice can make you smooth and effortless in delivery...
That has to be your goal.
Being rushed - We understand that you have only a few moments to get attention and gain interest, but to speak at 100 mph is not helpful. Find a pace that allows you to be smooth, understandable and relay your core purpose for the call in 20-25 seconds or less. Carefully constructed scripts can work wonders in that time.
Not gaining agreement. In sounding scripted and being rushed, the telemarketer does not gain agreement to move forward beyond the initial 20-25 second window. They continue to speak (or read) in a fast tone for a minute or more - feels like a lifetime.
When they finally take a breath to ask a question, what is the prospects most common answer? That's right... "No".
Would you rather spend 20-25 seconds gaining agreement to proceed or a minute and be shut down?
Not sounding professional. While the phone can be a non-personal medium (particularly, when you are calling a total stranger!) you can still convey enthusiasm and professionalism without the presence of an attitude or being an "over-the-top" Sham Wow salesman.
Your demeanor should be that of a professional marketing valuable services. You have to be friendly, non-threatening and not "robotic". Use pauses and powerful inflection points to get attention and build interest.
It seems like a lot of skill until you build confidence which can only come from practice and experience. Funny thing, I look at vintage footage of Michael now and think, "I must have been crazy to think I had his talent"...
I didn't, but that didn't stop 1000's of people from clapping and cheering me on as I "did my thing".
The phone will be the same for you. You may not feel today that you have what it takes, but 1,000 dials later, you will have clients...promise.
Some of them will clap and cheer as you have helped them with a need or desire...they will tell others about you and your audience will grow. If you...
Stick to the Script!
Until tomorrow, I wish you Money, Power, Success!
Next Time: Hold the Elevator!
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