We’ve all likely encountered telemarketers, and many have stories to share. I have one memorable experience that illustrates how you can actually turn a sales call into a potential opportunity for yourself.
In my office one day, before I had assistance screening calls, I received a call from a telemarketer.
Having been involved in network marketing, I understand the difficulty of facing constant rejection. Some people take it personally, while others are unfazed. Regardless, cold calling is a challenging profession.
When telemarketers contact me, I’m willing to listen to their pitch only if they’re open to hearing about my own promotions – fair exchange, right? You’d be surprised how many refuse to listen. Why should I listen to them if they won’t extend the same courtesy?
I make it clear that my expertise lies in promotion, and if they want my time, they must first listen to what I have to offer. No exceptions.
On this particular day, a pleasant telemarketer agreed to my terms. I usually focus on promoting a single client at a time to avoid confusing the other person. Overloading them with multiple offers dilutes the message.
In this conversation, I explained that I had a client in the transportation industry offering various shipping services. I asked if the telemarketer knew anyone who needed to ship something.
He replied, “Actually, I’m looking to ship a small package overseas.” Knowing he might be saying this to get me to listen to his sales pitch, I immediately connected him with my transportation client so they could provide him with an information package.
After that call, I reciprocated and asked about the purpose of his call. He was selling magazine subscriptions related to health issues. I declined the subscription for myself but offered him the contact information of my client in the health industry.
Later, I learned that the telemarketer did use the transportation company’s services, and in return, the owner of the transportation company subscribed to the health magazine.
While this outcome isn’t typical, it demonstrates that telemarketers are people too, and they also have connections. A valuable resource on this approach is the book “Endless Referrals” by Bob Burg. It’s highly recommended for anyone serious about sales.
So, the next time a telemarketer calls, consider this strategy. If they refuse to hear your offer, politely end the call. You might be surprised at the opportunities that can arise from a little reciprocity.
I hope you enjoyed the story!