When cold-calling pays dividends

PUBLISHED : Tuesday, 19 October, 2010, 12:00am
UPDATED : Tuesday, 19 October, 2010, 12:00am

Nine people out of 10 probably hang up when someone calls trying to sell insurance. But telemarketers say the one person who does listen often benefits enormously.

Wong Tze-lam, the 51-year-old MTR Corp employee who died with his wife in the Manila hostage drama leaving two children, bought life insurance through telemarketing sales just before they left for the Philippines, a person from the industry said.

The chairman of the Hong Kong Direct Marketing Association, Eugene Raitt, said many consumers were impulsive buyers. If staff only called people who asked for such information, the industry would collapse.