PlusOne - Musings of a marketer

As part of my regular reading, I have been looking at the material supplied by Ari Galper, Founder of Unlock The Game. Ari takes a different approach to selling on the phone, one which you may recall from a past post really related to me.

Since then I revisit Ari’s philosophies on a periodic basis. I do this because it helps my depth of knowledge and provides me with some great resources to use with my clients.

This is well demonstrated with one client who is setting up a new internet business and is in the process of recruiting bricks and mortar services to make use of the service he provides. Despite spending a not-insignificant amount on a professional telemarketing campaign, success still was eluding him.

This was when I suggested he himself try a few followup calls - against his protestations that he was not a sales person. “Don’t worry about that,” I said to him, “just ring them up and talk to them. Take an inquiring approach. Don’t even ring with the aim of trying to get a sign on…just ask and listen and discuss.” I advised, drawing on my learnings from Ari’s material.

A few days later he rang me and related how he had learned a lot about people’s thoughts, barriers and expectations about his service. My client achieved a two from eight call/conversion rate, compared to a 1 from 1,200 that the ‘professional’ telemarketing company had provided.

I have now encouraged this client to undertake Ari’s 10 free lessons for making better telesales calls. to further advance his competency and confidence in building his business by using the phone.