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How to Make Money

Telemarketing - Travel Coordinator

By VeronicaPublished 4 years ago 5 min read
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Photo by Arlington Research on Unsplash

So how do you make money when you've never been in this industry before?

My question exactly!

I started this new job, and for a while I was unsure how I felt about it.

Our days would go a little something like this... They gave each of us a pack of leads (prospects) and our job is to call them, tell them about our promotion/getaway they received from an entry form, throw in our pitch, answer any and all questions, then we would set a date that fits the lead's schedule. But it doesn't always end up that successful. Some of the prospects would not be interested, others don't answer and a handful would hang up in the middle of you talking.

In this industry, as you may know your sales (in my case "bookings") is what gets you paid. We basically have to rely on someone to book a getaway (the promotion) with this company in order to make money. The more bookings, the more commas we see on a check that belongs to us telemarketers and sales agent.

So how do you make money in this industry?

For me, I implemented these five steps and that's when I started making the money I want and deserve.

  1. ASSUME THE SALE
  2. DON'T ASK QUESTIONS
  3. REBUTTALS
  4. BUILDING RAPPORT
  5. MENTAL AND EMOTIONAL MANIPULATION

1. ASSUME THE SALE

Assume that the person on the other line is going to do what you want them to do. Be aggressive! If they ask you a question, it means that they're interested and they need more information. YOU must run the call and YOU keep control of the conversation.

Always assume:

  • You are talking to the person on the lead or their spouse.
  • They are married, spouse is home, and they have two phones or a speakerphone.
  • They want to hear more. Keep talking, don't pause. Every time you let them talk they are going to say something to you that you don't want to hear. Make no room for dead air.

Always have the 3 E's while on the phone. Energy, Excitement, Enthusiasm.

2. DON'T ASK QUESTIONS

Don't ask them any questions where they can answer yes or no! Their answer will always be NO! (No magic eight ball questions.) People are used to doing what they are told. You tell them what to do.

Only answer questions that that you must answer. That are mandatory by your company. For example, remember I am a travel coordinator calling people to tell them that they got selected for a 3 day 2 night getaway in Las Vegas, Nevada; the questions that I must answer are:

  • Where to?
  • What's the cost?
  • Is this a timeshare?
  • Is there a tour or seminar?

And of course depending on what type of telemarketing company your with, this will vary in many aspects.

3. REBUTTALS

A rebuttal is a response when someone gives you an objection.

If I'm being completely honest, this is really my weakness. I am very bad at replying to my customers with rebuttals. More so I think it is because of the way I am and my personality. It is definitely a work in progress.

When you know your rebuttals by heart you will be able to speak them without any hesitation and more confidence and conviction. This will make the person on the other end more receptive and open to hear more details from you.

4. BUILDING RAPPORT

Now, before I started working here I knew absolutely nothing about rapport. Building a rapport is the process of creating a relationship you and your customer.

Everyone on this earth has something in common with you. It could literally be anything like children, pets, sports, food, location, etc. the list goes on forever. FIND A WAY TO RELATE!

Building rapport sets you apart from other telemarketers. You become a person, someone they can trust and talk to. Remember, people do business with people they trust.

You have to be able to read people in order to build rapport effectively (yes, it is possible to read people over the phone.)

Tip: Don't treat a young single man/woman the way you would treat an old married retired couple.

When and if you don't know what to talk about just be creative; talk about location, weather, or something along those lines.

5. MENTAL AND EMOTIONAL MANIPULATION

Working as a telemarketer is a mental and emotional job! You need to be optimistic and keep your head in the game.

By mental, I mean that you control the conversation and tell them what to do. Most people are followers so lead them to their destination by any means necessary.

Also, you always want to have good voice inflection. You have to be passionate about what you are saying every time you pitch someone, no matter if it's your first pitch of the night or your last. (Remember always have E, E, E. - Energy, Excitement and Enthusiasm)

Now, when I say this is an emotional job I'm not telling you to get in your feelings or learn about the customer's feelings. What I mean is to get excited and hyped up! The transfer of emotions works with most people but not all. If you're excited about what you're offering your customers then they will be too. Don't be afraid to pluck on their heartstrings.

Let's run it through one last time. Assume that your customer is going to do what you want them to do. Don't ask any eight ball questions. Make sure you know your rebuttals by heart. Build trust because no one likes to do business with people they don't trust. Lastly, have good voice inflection.

And that is the 5 key steps on how to genuinely make money in the telemarketing industry.

STAY POSITIVE NO MATTER WHAT!

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About the Creator

Veronica

Exploring the world through words. 🌍✍️ Articles, stories, and poems on places, food, family fun, and the beauty of everyday life. Join me on a journey of discovery and imagination.

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