Blog

You have THE list, your heart is pounding, your hands are sweating and you're dreading the next few minutes.

You pick up the phone, and go to dial the first number, oops pressed the wrong digit, try again.

The phone is ringing, you're mentally rehearsing your lines.

The phone is answered, You: "Hello can I please speak with John Smith?"
Person: "Sure can I ask who's calling?"

Will they hang up on you if you say where you're calling from? Will you be able to charm your way past the gatekeeper? Even if you do, what do you say next?

There's a whole internal dialogue that goes through your mind when you're following up direct marketing with a phone call (as is recommended for better results). But after much experience I have been able to silence the internal dialogue of failure and focus on the positives.

1. At least they will now know my/company name;
2. At least I gave it a worthwhile shot.

After about the fifth to tenth call, your dialogue becomes more fluid, you begin to recognise the best way to approach the calls for the best response, your palms are less sweaty and your heartrate has gone back to normal. Following your direct marketing efforts with a phone call is a daunting task, but well worth the effort when you stumble across those few people that are happy to talk to you, and start a relationship with.

TIP: Treat the calls as a way of building new relationships. Don't treat it like a sales call - you will be less likely to find people who will be enthusiastic about meeting you. Think of it as a two-way conversation.

The lesson to learn from this is, if you have the time and resources to follow up your direct marketing with a phone call, you will achieve a greater response. People enjoy talking to people, so swallow the fear and make contact with the people you want to get in contact with.

Georgina Sainer
Marketing Coordinator
 More