Before making a call just go through the propects website, and see how you can contribute to their services to their services. Prepare a script of how you can help them out. And when the prospect picks the phone start speaking like this " Hello, I am I speaking with xxx, Hi, I am xxx calling from xxx company,(give a small brief about the company), I went through you website and and found that you are doing these services for which we can contribute our services, I would lilke to fix up an appointment for my process consultant to dicuss futher, Would this time to be okay (specify time) to call you" Surely 90% you would get an appointment. But the important thing here is you should explain how you are going to contribute to their services. when you say that you went through their site, that itself would turn their attention towards you. But don't forget that you are going to call the right person incharge of those operations in that company. This is small trick in tele-marketing, of how you are going divert the attention of the prospect towards you and your company.

This not only applies for tele-marketing, but also for e-mail sales, where you need explain why they need your services, and how would that help them etc. To make the marketing effective it is well and good to make a market research, collecting all the information about the company, i.e the company profile, Management biographies, Revenue analysis, competitors, and mainly a SWOT analysis (SWOT - Strength, Weaknesses, Opportunities and Threats) which would well describe of how and where you are going to pitch the prospects.

Also have a database ready with the prospects, which could be done by your web research team. It is very good to make a small table of the prospects with a small market research with some columns like Name of the company, Address, Phone, Fax, Key Contacts, Direct line of the key contacts, Business description , synergies ( This is sales pitch on our point of view) and finally a status column, which shows whether that is an appointment, call later, DNC, or others. This is a very easy task, in which you will gather almost all the information from the companies website. This could be maintained in a excel sheet.

Also before calling the tele-marketers need to focus and have a thorough understanding of the concepts , to make a successful sale.

Now sale isn't difficult.

Happy sale!

About the author:
About me: Well, I am Yuvaraj, worked as a web research executive as well as a tele-caller in one of the BPO's, and at present working as a Executive - E-marketing in one of the leading software company. You can mail me at yuvarajr@hotdak.net. I would be happy to receive your comments and suggestions since this is my first article.Thanks for reading my article.
visit me @ http://www.yuvarajr.ssl.safewebshop.com