In this Expert Insight Interview, Jeremy Chen discusses telemarketing and cold calling. Jeremy Chen is from Jeremy Chen Sales, which helps businesses transform their sales strategies. Whether you’re looking to define sales processes or develop a brand new one, they provide the services that you need.
This Expert Insight Interview discusses:
- Why cold calling and telemarketing work better now than ever before
- How the pandemic has affected telemarketers
- Why it is essential to distance your real-life persona from your telemarketing one
Telemarketing Is Not Dead
Many “experts,” say that telemarketing and cold calling are dead. Jeremy Chen doesn’t only disagree with this idea, but he believes that cold calling and telemarketing work better than ever. He says that he loves when people tell him that these practices are dead because it means there’s that much less noise for him to compete with.
The reluctance to pick up the phone seems endemic now, not just among salespeople. In Jeremy’s opinion, cold calling is like a highly competitive sport. Any high-performing athlete trains for their discipline every day, and if you’re not trained, it shows. The same is true for cold calling.
Many salespeople are reporting that, after the pandemic, it is easier to get people on the phone than it had been in the past. Perhaps this has to do with the fact that more people are now at home, having been cut off from their surroundings in the office, so they are more receptive to answering the phone and talking to a stranger.
In that sense, this is arguably a better time than ever for telemarketers and cold callers. Interestingly, Jeremy points out that the connection rate over the phone had been miserable during the pandemic, although the actual conversion rate and revenue didn’t drop.
Playing a Character
Cold calling is an art as much as it is a science. It is important to remember that when you’re making a phone call, you’re presenting a particular personality or version of yourself that doesn’t necessarily correlate with your character in “real life.”
Jeremy is not affected by rejections during his working hours, even if they are the most unpleasant experiences at the moment, because he considers his caller personality a sort-of character, like an actor would in a play or a movie.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.