3 Critical Things We Have Learned About Appointment Setting

Professional Prospecting Systems has been setting appointments for 15 years over almost 2000 different campaigns.  You would hope that that amount of experience teaches you something.  It has. Here’s what we learned: 1.  It is not so much what you say, but how you say it.   The prospect reacts more to the overall phone presence and level of emotion and conviction conveyed by the caller. You can put exactly the same script in the hands of 2 different callers and get…

Why in-house telemarketing programs fail 90% of the time

In-House Telemarketing fails 90% of the time because there are 7 critical steps to running a successful outbound telemarketing program 1.  Hire experienced telemarketers with a verifiable track record Even if they sound great, hiring inexperienced telemarketers is a bad idea because telemarketing is a difficult job and very few people will stick with it. Experienced telemarketers with a strong track record are in short supply but you need to keep looking until you find them or your program will fail. 2.  Create a…

Why does telemarketing work better for some companies?

What are the key factors that determine how well telemarketing will work for your company? Virtually every time we are talking to a company that is considering using our b2b prospecting service, we get these questions. Will this work for us?  How fast will it work? We have conducted over 1700 b2b telemarketing campaigns over the past 15 years. The majority of our campaigns have been successful as indicated by the 73 testimonials we have posted on our website. However, not all of our…

Joe Prospect Reveals How to Make a GOOD Cold Call

The Right Way to Cold Call Your Prospects! So why do you keep calling me and why do I keep cold calling my prospects? Telemarketing isn’t going to go away because it is still shown to be one of the most effective marketing methods for most businesses. Even though most telemarketing is done very badly, selling is mostly about timing and no matter how much I hate getting telemarketing calls I still do respond to a few of them because the timing…

Joe Prospect Reveals How to Make a Bad Cold Call

The Wrong Way to Cold Call Your Prospects! Let me start out by asking you a question. How do you feel about receiving  telemarketing calls? If you are like me, you dread these calls and try to avoid picking up the phone if you know it is an unsolicited telemarketing call. Why do we both feel the same way about telemarketing calls and I am sure all of your prospects feel the same way you and I do. Let’s examine how a typical telemarketing call…