telemarketing research and development

Telemarketing R&D

Posted on March 1, 2019 · Posted in Tips & Advice

The best commercial property telemarketing, and telemarketing in general, is all about words. But let me explain that telemarketing R&D is supreme. And, let’s kick off with a clear and simple fact …

92% of sales staff report giving up on a lead after hearing four “No’s.”  Or, to put it another way,  80% of prospects report saying “No” four times before they get to a “Yes.”

Similarly, 80% of individuals give a telemarketer at least four “No’s” before eventually changing their minds and decide to try a new solution. And on the opposite side, a higher proportion (92%) of telemarketers don’t ever make it that far.

Please don’t get confused that the above statistic means that every lead is just four “No’s” away from turning into a “Yes”. The message behind this is that the majority of leads aren’t going to buy on your first call. To be clear, persistence pays or as we like to see it, Telemarketing R and D.

By using the simple task of commitment, follow up, develop a relationship and stay in touch with your best prospects.  By employing commitment, you’re going to rise above the vast majority of your competition. Luckily, we’ve got tools to help you do this.

Here at SG Marketing, as commercial property telemarketing specialists, we have opened up our toolbox to provide you with a step-by-step formula to follow.


4 steps to hold a good telemarketing conversation and close the deal

The sole purpose of the call is to deliver both parties with a clear strategy.

Try using this process to get your prospects to a definitive result as quickly as possible.


  1. Accurately qualify your prospects

You are very likely to just to pick up the phone. Right?  Well actually, no. Stop right there.  Try undertaking some of that research we mentioned in the R and D heading. Preparation is key. Research the company, history, the sites, the ‘Chief of Do’, the lot. Do that and you will have a better conversation.  And don’t forget to listen and bag information to quickly establish a better relationship.  Understanding their point of view will help your prospect see the benefit from your offer.

And that’s assuming your prospective database holds the potential prospects that fulfil crucial qualifying questions like:

  • How well do they match your ideal profile?
  • Is their company the right size?
  • Which industry are they in?
  • Is this company located nearby?
  • How many employees do they have?

Are the answers to these key questions supporting what you know about your ideal company profile? If the response is yes, then they could likely benefit from occupying your property. They’re a qualified lead.

So there you have it, you have undertaken qualification of the prospect. The steps you personally take to research the prospect about whether or not they’re your ideal client.

Step two is to make sure you’re talking to the right person within the organisation.

  1. Identify the decision-maker

There is more research here too. You will need to qualify if you have the correct person and for this you will need to ask the right questions.  Mining for key information from your prospect.

In conclusion, you can now see how the quality of information you obtain from your prospect is extremely important. This helps them make the decision to buy (or not to buy).

So it follows that if you gather the right information, you need to speak with the right person. A decision-maker.

To significantly increase your chances of making meaningful progress, research and find the best property decision-maker.

  1. Start the conversation

Similarly, another hurdle to overcome is GDPR and compliance.  But, perhaps most important of all is reaching your prospects in the way they wish to be reached.

Is it traditional mail or email or both? Using a combo will allow you to test which method tends to be most effective for reaching your decision-maker. As a result, you can now start the conversation about your property with them.

  1. Continue the Conversation

Follow up the first communication with a phone call to discuss the solution in more depth if there’s interest. Here, timing has to be considered. To a large extent, your success rate will depend upon when you decide to follow up your first communication with that call.

Therefore, research and persistence pay off here, as following the initial contact through is very important. Similarly, developing the relationship is vital.


Let’s talk about building the R&D telemarketing formula for your business. If you would like to talk, contact Caroline Mitchell on 07850 557071 now or visit our website