Too many people use a stop/start approach to telemarketing. They canvass when work dries up then stop when work picks up. The problem with this approach is that there will usually be a delay between the time you start telemarketing and the development of new business.
To get the best results out of your telemarketing, you need to be continually ringing new contacts and at the same time ringing existing prospects so you’re gently nudging them along and developing their trust. Many marketers follow a 90-day cycle and contact all their prospects regularly every three months. At some point you need to decide when it’s no longer productive to keep ringing someone and when to put that time and energy into developing new contacts instead.
This decision needs to be based on the information that you gain and data that you develop from monitoring and measuring your results – listen to your intuition. When you analyse the number of calls made if it is found that no sales have been closed by the fifth or subsequent call, why keep on calling? By skipping the fifth call and making new calls instead, sale can increase by up to 28 per cent in a month. On the other hand by being persistent you may gain that lucrative client!