Cleansing data using the phone is often considered to be an entry level job (as is telemarketing as a whole but I’ll have a rant about that at a later stage).
Yes you may not need to have the same level of expertise that is required to take a prospect from the completely cold/disinterested stage through to being a customer but, to be successful you still the following:
- A professional yet friendly voice – you’re only looking to confirm a couple of pieces of information but, unless you sound like someone the receptionist wants to talk to, you won’t get past the first stage
- A compelling reason for the receptionist to want to confirm that information with you – if they feel this information will only be used to pass onto a salesperson/add them onto an e mail list, you’re not going to get very far
- The ability to handle any objections that arise, should the receptionist be unwilling to share the information with you
- Other means to source that information (linkedin/google searches etc), should you be unsuccessful in getting what you need over the phone
- A clear understanding of what information you need from the company and whether there are likely to be others involved in the purchasing decision for whatever product/service your company offers
- Resilience – data cleansing is about high numbers of calls – most people will be willing to give you the information you need providing you’ve followed steps 1-5 but, inevitably there will be rejection – deal with it and move on
- Motivation – these won’t be fun calls, you probably won’t have much time on hold to be able to catch your breath – as soon as you’ve put the phone down, you need to be ready to make that next call – and repeat!!!!
- A great CRM system – or at least some means of keeping track of who you’ve called and whether you’ve cleansed their details – no point in calling back companies you’ve already contacted – make your time worthwhile
- A succinct introduction – you don’t need to be reading out war and peace – yes, from a moral perspective it’s best to give out the name of the company you’re working for but, unlike a sales call, it’s not absolutely necessary – unless you’re pushed for it. And when you are pushed for it, you’ll be wanting to make sure you’ve followed step 2
- And lastly – set yourself tight targets – aim to at the very least make a set amount of dials or,even better, a target to cleanse a certain amount of data. Break it down into hourly blocks if you prefer to work that way. Believe me, without a target, this will prove to be a very taxing task!
And if you simply can’t face doing these calls yourself and need an experienced, reliable company to help you out, give us a bell on 0330 20 50 500 or fill in the contact form on our website and we’ll call you straight back
Inspired Business Development Ltd