I GOT A CALL BACK TODAY!! - Getting "Call Backs" Into Perspective.

Good point Shane

Zig always says that the best time to make a sale is after you just made one. I find that to be true.

As stated in the OP, there are various ways to avoid getting the ultimate answer "call me back"... In fact most call rooms require at least a couple of rebuttals before accepting that answer...

This is more about what to do with a call back when you get one.

Is it useless?

No.

Call backs are relatively meaningless, unless you plan to be calling for a few months...because they build up in the pipeline. If you dont plan on calling enough to build a significant pipeline then they wont help you much.

You may get a lucky sale off one in the beginning, but unless you have called for any extended kind of campaign, which most havent, you wouldnt understand how call back eventually turn into a third of your sales because you dont get the whole pipeline thing in anything more than theory.

In fact you may not even THINK in terms of "a third of your sales" because you arent even able to MAKE daily sales, or enough to even divide up into fractions... or have enough data about your own performance to analyze where those fractions come from lol

When you are casually just trying something its one thing...but when you are competing, or on a strict quota, every point counts, then you pay attention to everything that brings you points, you know your numbers, you know when you are on and when you are off by the MINUTE, and you are trying to get the most efficiency out of every move.

You can tell within 5 mintues if your tone is attracting or pushing people away, and you begin to notice what contributes a 1% advantage, and you will notice 20 things, over time, that contribute a 1% advantage, and you now have a 20% advantage because of it.

If I only beat people by 20% in my booth selling days I would think it was a bad day personally... so I paid attention minute by minute, day by day what worked and what didnt for me. What contributed to my chances and what didnt.

Personally, I am a competitor, or at least was when I was a little younger... not so much now... anyway, I was for years, so all the little nuances were important to me, I dissected my own performance from every angle...I worked my ass off...then later I learned the principles and work became easy because I let THEM do the work.

I can say this to you because you have spent those hours calling...maybe even competing, and have done those long campaigns where you are on the phone for months learning all the finite nuances.

I know my numbers, and you see it too Mwind because you are a professional caller, and again, anyone who has become as familiar with telemarketing as you and I have. know these things that can make others prospecting ALOT more successful. Keeping track of call backs, around a month in, will start making up about a third of your sales. Period.

Yes we know all the little rebuttals and pre objection stoppers that avoid the answer "call me back", those are basic old school telemarketing 101- but any given rebuttal works about 2-3 out of ten times, the same as a call back... Alot of the "advanced" stuff that is taught is beginner stuff for a person like you or myself... I have done forgotten more about telemarketing than alot of people remember. There is another level that operates on laws and principles more than anything that is "said".

Im going to indulge myself and go on here for the sake of other people understanding that there IS advice available from real phone pro's here, and if you take it, you WILL succeed...because they know how to, and have done it.

You cant learn to make 100 sales in a year from someone who has never done it. But you can learn ALOT from someone who has.

In my quest to become a champion, I took it so seriously that I literally memorized and could quote all of Og Mandino's nine scrolls, and studied them intensely for a year. So you are talking about not only a champ telemarketer, which I know you are too...but we are talking about a person who totally devoted themselves to being the best and learning every nuance... and as a result is in the top 1% of telemarketers, and managers.

Some people arent playing on the same field we are Mwind... And I SERIOUSLY dont mean anyone specific...because there also ARE some people who have done enough time in a booth to know...But if people took more of our advice they would save themselves alot of learning curve.

I seriously dont say this arrogantly... but these guys that say "Awww , I would just tell em this..."....they havent been on too much. You can pull any trick you want when you are only making ten calls... and you will be more powerful in that ten minute session..., even though it may not get you a sale, you can get a "pitch" if you truly push your way in.

But try keeping that up- for 7 hours straight, even 6 DAYS straight, or six MONTHS straight for seven hours per day like clockwork and see what your averages are.

I know, I use to beat those guys every day, they were the hair and I was the tortoise.

I dont know if this makes sense but in a short burst of energy alot of things work that dont work over a long session. Its a momentum/energy thing.

They are going to be just about the same as the other thousand telemarketers I have worked with unless they are HIGHLY exceptional, and 8 out of ten of THOSE guys are writing wood and bad business just to throw numbers on the board.

If you take it easy and just learn the laws though you dont have to be a superstar, just learn the laws that will lead you to your desired daily number.

Flashy rebuttals are cool but... Mwind, you know the score... ANYTHING works once in awhile. any blind squirrel can get a nut once in awhile.... But try doing it deliberately for months on end. Call your shots and your score every day and hit it intentionally...

Alot of these guys think its the things they are saying, just because something works once in awhile... Now its a "secret rebuttal"...There are less aggressive principles that can work, which I myself have employed to whip the pants of the guys who were hams talking all that stuff.

Many of the advanced techniques taught here are beginners childs play, true understanding comes from dialing thousands of numbers with a deliberate intention of getting better and better and increasing your odds 1% at a time.

There is no magic secretary statement for example, that will blow down all secretaries and stop them in their tracks...but there are some simple principles that will help you with that.

Everyone is looking for the magic statements though.

Why do you recommend "pitches" then John?

I dont recommend just any pitch...I recommend pitches written by a person who has all that understanding and can build it in for you. And I recommend that you spend the appropriate time with that pitch to be able to deliver it with excellence.

Thank you. Yes. Callbacks are valuable, if you plan on being around awhile. If you know the numbers , they will account for 30% of your sales down the road by doing what I said in the OP. Period.

End of rant. I guess it was a ranting day...whew. Got it out. Its over.

-John

Same way I had the energy to be a champ telemarketer and high motivation manager... it just pours out because I let it flow.