For many, the thought of picking up the telephone to generate new business means that they suddenly become distracted by a million and one mundane activities that desperately need their attention! Tidy the desk. Sort through the Inbox. Do that filing.

In fact anything, rather than pick up the telephone, but by following a few simple guidelines you can increase your team's calling effectiveness and results by up to 20%.

At Performative, we have developed a proven approach that will enable your people to put the right proposition, to the right person, at the right time, and achieve the right results - more business.

To find out how this approach can help to increase your telemarketing effectiveness and generate more new business follow the link below to read the full article. Alternatively, If you would like to understand how we could help you to implement this approach inhouse call us on 01494 582 084.

Does negotiating with customers or new prospects leave you reaching for the aspirin? If so, our three part negotiation tips series could be the pain relief you're seeking! You will find our Top 10 Tips for dealing with 'Price, Cost & Value' below.

1. Make sure you and the prospect are talking the same language - price and cost are different things and neither should be confused with value!
2. Beware the meaning of the words. If the prospect uses the terms 'value' and 'added value' ask them to define the two, so you can agree on a common understanding.
3. Your fees should be directly related to the value of your proposition, not for a particular task or on functionality. If the prospect wants to lower the fees, find out which part of your solution they are willing to give up.
4. Value should include subjective as well as objective measures.
5. Discount has very little meaning outside volume and commodity branded purchase - ask the prospect why they think a discount is appropriate.
6. Establish why they are asking for a discount. What is their issue; is it their company policy/culture to ask for a discount? If they continue to push ask them what they are willing to give you in return (e.g. better terms, references).
7. Practice stating and explaining your fees - don't be apologetic, do not "excuse" your fees. Make it clear that you are proud of the value that you give i.e. what the prospect will get for their investment.
8. Never voluntarily offer options to reduce fees unless they are matched by a reduction in functionality and/or value.
9. It is better to do something extra than to lower fees. If you are forced to give concessions, do it very publicly making sure the prospect knows what you have given, otherwise it is has as much value to you as winking in the dark.
10. If you must lower fees, seek a quid pro quo from the buyer. Trade what is obviously important to the prospect for something of value to you.

In the next edition we will cover 'Needs & Wants vs. Your Offer/Solution' and thereafter 'Negotiation Tactics'.

Call us for more details on our 'Negotiation to Win' courses, which are specifically designed to suit individual customer needs - 01494 582 084

Over recent years we have seen a dramatic increase in the use of telemarketing in the sales & marketing mix. Companies using some form of telemarketing recognise that it can achieve 20 times the response rate of a direct mail shot with no follow up.

However, on the 25th June this year we saw the introduction of new legislation that provides all businesses with the ability to opt out of receiving direct marketing calls by registering with the Telephone Preference Service (TPS).

To understand how you can protect yourself and your company from hefty fines and the potential of bad publicity

Earlier this year Information Commissioner, Richard Thomas, warned companies in the IT Sector about bogus agencies sending notices demanding money to register under the Data Protection Act 1998 (DPA).

Evidence gathered highlighted the fact that IT companies were being specifically targeted with threatening official-looking letters requesting sums ranging from £95 - £135 to register. The statutory fee is in fact £35 per year and businesses that need to register should go directly to the Information Commissioner's Office (ICO).

Over the past two years these bogus agencies have ripped off thousands of pounds from British businesses, although the number has dropped the ICO still receive around 2,000 calls per month.