Telemarketing for real estate sales in India? Here is a simple, stupid plan

Here is an important article we compiled with a little research on telemarketing effectively when it comes to real estate sales. You have tonnes of data that you have gathered over the years. These names and numbers comprise your existing customers, important club members' lists, data mooched from banks and car dealers and what not. Heck, real estate agents even tend to have 'must bring database' as a brief to their head hunters these days as well.

Your tele callers make thousands of calls but there are no results. The data is useless is their conclusion. 'There is nothing in these names and numbers, sir. Not a single sale' is something I have grown used to. Yet, there are a few things you can implement as a real estate sales agent to improve your appointment generation and site visits drastically:

Here are the basic telemarketing rules:

Make sure that you are prepared for the call:-

o Have all the relevant documentation to hand.
o Prepare a 'script' including everything you wish to ask. Use bullet points not sentences.
o Familiarise yourself with the "script" - practice, write down your agenda and be direct.
o Keep the opening of the conversation simple, but say something interesting, try using a prime desire statement to "grab" their interest so they'll want to hear more.
o Explain why you are calling.
o Question - use a variety of questioning techniques i.e. Open, Reflective, Direct, Hypothetical, Exploratory etc.

Set Yourself Goals & Clear Objectives (Primary & Secondary):
Consider - what is the purpose of the telephone call? (aim high but realistic)

o Is it to inform?
o To establish a need?
o To obtain an appointment?

Never attempt to sell your project over the phone
Never make a statement you cannot back up.
Remember to Discipline Yourself - Don't Be Deflected
Ensure That You Have The Right Information:

Never assume that the information you have is correct:

o Confirm you are talking to the right person.
o Confirm they have the authority and not just the title.

Be informed

o Know or ask about the industry they operate in.
o Who else have you helped in that industry?
o Tell them.

When to call: If you keep a call log of all your calls, you'll soon get to know which are the most productive times to reach the decision maker (e.g. traditionally Monday morning is a poor time to cold call).

Human Barriers: The higher up the organisation you go, then the higher and wider the barriers seem to become, with receptionists, secretaries and personal assistants all seemingly having no other purpose than to stop you getting through to the decision maker. (Remember how tough it was to reach the CEO the last time you were trying to sell a luxury villa?)

Try outside the normal office hours. You will avoid the receptionist and may get straight through. Security staff are often a good source for information and they are usually more than willing to show off their knowledge about the company - they also have the time to talk!

As a last resort, send a letter first explaining that you will be calling - therefore the receptionist is "expecting your next call".

Close With A Commitment - Keep That Commitment:

If the commitment is to an appointment then always confirm in writing but,
- Be Brisk
- Be Polite
- Be Immediate

Some General Tips For Successful Telephone Communication:

- Always dial the number yourself.
- Ask for the contact by name, i.e. "Mr. Malhotra" please.
- If speaking to his/her secretary you may use the contact's first name as well.
- If asked who is calling use your full name.
- If asked the name of your company don't be afraid to give it.
- If asked why you are calling, tell them.
- If they are not available, say you will call back and ask the most convenient time.
- If they are on another call, do not stay on the line.

And to end this all, here are a few quick tips to get an edge over other telemarketing folks in your office:

Always Smile - It projects a warm personality which is non threatening.
Always Be Enthusiastic - It's infectious.
Stand Up For The Important Call - You will sound more decisive, more authoritative and it expands the diaphragm.
Always Plan Your Call - Be prepared, know the reaction you are aiming for.

Research includes an article by Jonathon Farrington