Does Freelance Telemarketing work?

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The short answer is, yes, absolutely—if you find the right person.  I’ve been generating sales leads for companies on a freelance basis now for about 15 years.  These days, clients often expect me to go the extra mile and close sales over the phone too.

My favourite sale this year was to an Israeli company which began as an inbound lead to my client.  It meant working all hours to communicate with their team in Israel, their team in the USA and my client’s team in the UK.  Co-ordinating the team on teleconferences and writing decks resulted in an order for >£100k.  What I enjoyed most was that we never met the client face-2-face, but we won as a team over the telephone/internet  The campaign was such a success that I’m now pitching for a second order for >£200k.

I’ve often been told that I sound more like a game-show host, the way I introduce my team and switch the conversation between the client and my team of experts.  I’m constantly looking for objections and buying signals and making sure that I steer each telephone meeting closer and closer to the close.  I know when to push and when to back off, all rounded off with a good –hearted humour.

Two recent sales for a client also made me realise the difference between fulfilment experts and sales experts.  The first was regarding a lady who had called my client’s office, who was described as “pushy and aggressive” by my client’s team.  My client thought it was a time-waster, but I followed through to find a very interesting potential client who were purveyors of their products to HM The Queen.  The buyer was simply irritated by the reluctance of the person who took the call to answer some deep questions about the service offered and the pricing structure.  The order was signed off a couple of weeks ago on a small test campaign.  Yet the potential here is a key account in the making.

The second sale I closed for my client recently via telephone began with a face-2-face meeting in their office.  The prospect brought a couple of junior staff to the meeting.  Their behaviour was somewhat odd, but I put this down to them being a young team rather than anything else.  My client virtually dismissed the prospect and said that unless they paid upfront that he wasn’t interested.  A few weeks later and I signed up the prospect who was more than willing to pay upfront.  Needless to say that I never met the client and I conducted all the business by telephone/internet.  Once again this proved that one does not need to meet someone in person to close a sale.

Freelance Telemarketing provides me with the opportunity to work simultaneously with a number of clients.  I learn something every day from each call and each sale.  What I learn can generally be applied across selling different products and services in to different verticals.

The only thing that I struggle with is when a client asks me if I know anyone as a good as me?  I’m blowing my own trumpet when I say I am unique.  Some people believe me straight away.  Most people test me to see if it’s true—and no one is ever disappointed.  Others call me later when they find that no one else lives up to my reputation for success.

If you are serious about business growth then why not email me, or call me at my Covent Garden office on 0203 790 9307.

Stephen Law is a Business Development expert. Over a 25 year period, Stephen worked has worked from a Foot Canvasser and Telemarketing Junior in the 1980s to an Executive Director and Company Secretary in the 1990s. Stephen's sales and marketing career spanned the IT, Communications and Technology sectors, where he was always top in his field. Stephen has also been head of Manufacturing, HR, and R&D for a number of organisations. In 2005, Stephen decided to form his own company offering Business Development via Consultative Telemarketing. Few people enjoy telemarketing as much as Stephen and fewer still understand how to communicate effectively with senior decision makers. Stephen is an Associate Partner of the No1 UK Business Development Agency and an Honorary Director at the LCDA for Business Development, where he has taught the Art of Selling at London South Bank University.

Posted in Freelance Telemarketing, Lead Generation, Telemarketing

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