Cold calling is one of those things that is almost universally disliked by business people and specialist sales people alike – even though they know that it works. Which is where we come in. By outsourcing your appointment setting to us, our sales people will speak to your potential customers and make appointments for you, paving the way for you to go in and close a sale.

But to maximize the chances of getting an appointment, we have to go through a detailed discussion about your company, what you’re selling, who you’re currently selling to and, ideally, who you would like to sell to.

Most new sales people go cold at the thought of appointment setting and picking up the telephone.

Here, Andy Dickens of Sussex based telemarketing agency Virtual Sales Limited, gives a few handy tips to take away the fear:-

• Before you start your appointment setting campaign you need to firstly document your value proposition and why the target audience will be interested. Don’t fall into the trap of thinking that everyone out there will be interested in what you have to sell – you will only be disappointed! List out all your key features and benefits and if you can do a competitive matrix to articulate your product/solution’s strengths and weaknesses.

Most business owners / marketing managers / new sales people go cold at the thought of cold calling and picking up the telephone.

Here, Andy Dickens of Sussex based telemarketing agency Virtual Sales Limited, gives a few handy tips to take away the fear:

1. Articulate your value proposition:

What are you selling?

• Develop key features and benefits of your product/service
• Prepare a price list

Who should buy?

• Are you targeting large companies, SME’s or both?

Why should they buy from you?

• Develop a list of reasons why a customer should buy from you