Telemarketing – How to be successful
Article by Tony Savour
You may or may not have noticed the rise in the telemarketing industry over the last few years but I am telling you now if you have not noticed it, it is MASSIVE, and continues to grow even bigger everyday. So many companies are realising the true potential of this business method.
If you follow a well designed and planed telemarketing campaign you can find yourself tripling (maybe more) your sales and business, if you follow a campaign correctly and it is effective you will find yourself in possession of a lot of leads that are likely to be interested in your product or service therefore cutting down on the time wasting which occurs when you follow a cold call list of prospect, meaning that the person you are calling may have no interest what so ever in your service or product as they haven’t requested you to contact them.
There are a couple of telemarketing programs which can be used successfully, you will need to decide whether you want to close a sale whilst on the phone or whether or not you want to get the prospect to request more information for you. Generally when choosing the type of telemarketing program you wish to use you should consider whether your product or service is expensive and or needs to be seen in action to be bought. If this is the case then you are going to want to aim for your prospects to request more information or a face to face discussion and possibly a demonstration. If you are selling a product or service that can be bought over the phone and does not need a full demonstration etc you will want to try and close the deal over the phone even if it requires a follow up call with the prospect.
If your telemarketing campaign is offering expensive product or services to other businesses you are going to need to get through to the right person at that company, remember that the more expensive your product is the higher up the working chain you need to go to find the decision maker, You will always want to try and get through to the person that can make the decisions for this company otherwise you are wasting your time talking to someone that has no authority at all.
When you produce your leads before starting the main campaign you are going to want to try and find the highest member possible which may mean going through secretaries and screeners etc. If you do come across these try not to give out any product or service details just try and get them to think “oh yes, my boss will want to know more about that”. You should do this because these are the people that are going to allow you to speak to the person you want or not. If you do not know who the correct decision maker is you will need to make a few pre sale calls to determine who the actual decision maker is.
A good way to going about with these telemarketing methods is to get a telemarketing companies to make these calls for you so that your leads are verified and confirmed that you will talking to the correct person.
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