Going from Call to Close

May 2005

For success in telesales, know your sources and follow some simple tips

In today’s tumultuous mortgage market, everyone is looking for that secret marketing approach that will set them apart from everyone else. Well, here’s a news flash: There is no “secret” approach.

Your competition will copy whatever “new” approach you develop within days. The key to marketing success is not in looking for new ways to market. Rather, it is in being exceptional at ways that are already proven.

Having a solid outbound approach to telephone sales, aka telesales, is a staple marketing approach that every top producer must master. Telesales success is pivotal to any effective marketing system.

You may be wondering what the difference is between “telesales” and “telemarketing.” Although the terms are often used interchangeably, they are actually two different things. Marketing is the process of generating leads, while sales is the process of converting leads. Therefore, telesales, not telemarketing, often should be your primary focus.

To stand out, you must tailor your approach to each customer. There are a number of factors to keep in mind—your database, your best potential clients and your technique.