Telemarketing When used properly the telephone can be one of the best recruiting tools that we have. Dialing Before you pick up the phone remember that the objective is to develop another person's interest in our hobby. The call should generate a potential new member as a prospect at the next rehearsal. Your goal is to have every phone call generate at least one more phone call, and the information you need to glean from each call is:
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Name and/or phone number of a new prospect The source of that prospect's name Be sure to practice what you intend to say. Never, never call "cold!"
Sample introduction: "Hello. This is ___________with the ________ chorus. We're a men's chorus in _________ and we're trying to identify singers in this area and would like to enlist your help. Who do you know that enjoys singing?" Ask this of any adult! And wait for an answer before you say another word. Take notes on what your prospect is saying. It is probably easier to get the names of singers from women. Ask for the names of men who have really good singing or speaking voices, or type A personalities that might enjoy entertaining, etc. Direct their thinking -- men they know from work, church, relatives, etc. If you are speaking to an adult male, direct your questions toward getting a referral. Don't put him on the spot! You are just asking him to give you names of others who might enjoy the great sensation of singing - or the fun of singing with the men in the ____ chorus - or the fun the family has being involved. A person asked directly for anything is most likely to refuse. This approach tells them about our hobby and will hopefully spike their interest. At worst, it is making them aware there is a singing group in town, and you may be able to get them on your show ticket mailing list Listening The key to making telemarketing successful is in listening. When an objection is raised, listen, then repeat it back in his words and respond with an appropriate question. For instance, suppose he says, "I can't sing like you guys." Your answer, "You can't sing like us? You'd be very surprised how easy it is to sing like us. Where do you sing?" The key is in keeping him talking. Be aware that this is not going to be all roses. If someone slams down the phone after cussing you out a fair piece, note that we probably don't need to call him back. Stress that there is no commitment necessary. We just want him to come down and enjoy a night of singing Asking Be sure to ask these key questions:
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Who else do you know who might be interested? If you are interested in harmony, may we send you a brochure on hiring the chorus or quartets for a corporate affair or private party? May I pick you up next Tuesday, say, about 7:00 PM? A very key point to highlight when the listener expresses some interest: Our chapters are made up of regular singers, not opera stars
Dial the phone and talk singing. It does work!
So, who ya gonna call? Everybody you don't know!
doc_824971022.doc
• • •
Name and/or phone number of a new prospect The source of that prospect's name Be sure to practice what you intend to say. Never, never call "cold!"
Sample introduction: "Hello. This is ___________with the ________ chorus. We're a men's chorus in _________ and we're trying to identify singers in this area and would like to enlist your help. Who do you know that enjoys singing?" Ask this of any adult! And wait for an answer before you say another word. Take notes on what your prospect is saying. It is probably easier to get the names of singers from women. Ask for the names of men who have really good singing or speaking voices, or type A personalities that might enjoy entertaining, etc. Direct their thinking -- men they know from work, church, relatives, etc. If you are speaking to an adult male, direct your questions toward getting a referral. Don't put him on the spot! You are just asking him to give you names of others who might enjoy the great sensation of singing - or the fun of singing with the men in the ____ chorus - or the fun the family has being involved. A person asked directly for anything is most likely to refuse. This approach tells them about our hobby and will hopefully spike their interest. At worst, it is making them aware there is a singing group in town, and you may be able to get them on your show ticket mailing list Listening The key to making telemarketing successful is in listening. When an objection is raised, listen, then repeat it back in his words and respond with an appropriate question. For instance, suppose he says, "I can't sing like you guys." Your answer, "You can't sing like us? You'd be very surprised how easy it is to sing like us. Where do you sing?" The key is in keeping him talking. Be aware that this is not going to be all roses. If someone slams down the phone after cussing you out a fair piece, note that we probably don't need to call him back. Stress that there is no commitment necessary. We just want him to come down and enjoy a night of singing Asking Be sure to ask these key questions:
• • • •
Who else do you know who might be interested? If you are interested in harmony, may we send you a brochure on hiring the chorus or quartets for a corporate affair or private party? May I pick you up next Tuesday, say, about 7:00 PM? A very key point to highlight when the listener expresses some interest: Our chapters are made up of regular singers, not opera stars
Dial the phone and talk singing. It does work!
So, who ya gonna call? Everybody you don't know!
doc_824971022.doc