Fear of the Phone a Telemarketing Nightmare –

from www.insomnia-technologies.co.uk

Fear of the phone: what is it? Does it really exist?

Is there a difference between telesales and cold call telemarketing?

How can you overcome the fear? How can you train staff to overcome the fear?

There are many telephone sales people and face to face sales people who have a fear of cold calling. They are quite happy to pick up a ringing phone and close a sale there and then. They are even quite happy to call warm leads or existing clients and up sell or cross sell to these. But put a untouched database of unclean data in front of them and ask them to cold call and watch how fast they get up to make a coffee, sort the mail, go the toilet and quite frankly avoid making that first cold call.

So is it fear of the phone or fear of the unknown? Fear of rejection or failure?

There are thousands of telemarketing books out there that will teach you varying techniques for overcoming this fear from thinking positive, smiling when you dial and all that nonsense.

At insomnia we developed the technique of being thick skinned, sarcasm off the phone and generally just getting on with it. You can use all the positive thought processes and live goal focus you want but what you really need is the ability to just hit the phones and make over 100 calls a day. If you can do this by call 5 or 6 or even call 1 all fear of the cold data is gone.

Fear of the phone is just fear of the unknown so who cares if the first few calls you crash and burn, mess up your script or even get told where to go. You can do sales training until you are blue in the face but the best sort of sales training there is is to bang through the calls and your abilities and script will naturally develop. If you are starting a new telemarketing job or project and you get the fear of the phone the best thing to do is to blast on through the calls and by mid morning you will have forgotten all about it.

More on this subject coming soon.

For modern hands on advice from someone who still cold calls on a regular basis for support for an UK based telemarketing project email: webmaster@insomnia-technologies.co.uk

eMarketing – not just SEO - an introduction

taken from www.insomnia-technologies.co.uk

Online marketing or eMarketing is a lot more than just having a website or having an SEO programme. eMarketing is the marketing of your companies' products and services using eTools.
These eTools could be a website, search engine, blog, email, mobile phone marketing, interactive TV, interactive radio and so on.
Let's not get this confused with eCommerce which is the facility for selling products or taking payments online. Or even eBusiness which could be made up of eCommerce, eProcurement and eMarketing.

eMarketing is like Traditional Marketing only using Technology

Marketing is about knowing and anticipating what your customers need and are looking for and then marketing to that need. Using technology you can get a better understanding their online behaviour so that you can react to their needs.

It's not just about getting hits or visits to your website. It's also about converting those hits into buying and returning customers. By knowing and understanding your customers and their needs and expectations you can convert more hits into sales.

Using analytical tools you can not only monitor the number of visits you are getting but also what those visitors are doing and looking for on your site. Why they are leaving and going elsewhere and why they are buying.

Take the Guess Work out of Marketing

Technology can aid you in understanding your online customers and can take a lot of guess work out of your marketing. It can also aid you in understanding what is and is not working in your marketing. Where your hits are coming from and where you are wasting your money.

Using analytics you can see where your advertising and marketing budget is being most effective and where it is not and therefore refocus your funds where you are gaining the best success.