Telemarketing has had a bad rep in the past and has been often associated with unsolicited calls, bad customer service and nuisance, something that is changing in 2018 as we continue to develop new ways to communicate with potential customers. Telemarketing can be extremely profitable and progressive for your business – if it’s done right. Here are our top tips on how to make telemarketing work for your business in 2018.
1. The right attitude and personality in your workforce
Having a team of people with quite frankly a bad attitude, and no interest in the job or the potential customers you are engaging with is going to be a huge set back for your telemarketing success. This can be avoided by thorough interview processes and ongoing training to develop your team. You are looking for people with great communication and interpersonal skills to employ and then to provide excellent ongoing training to nurture those traits and develop your employee’s skills.
2. Strategy and structure
Having a strategy and structure to your calls will ensure that your delivery is consistent and that you are optimising the potential of the customers business by finding the most powerful open and close to your calls. Setting a group ethos with your employees ensures there is no confusion and equal ability to make a great call conversion.
3. Keeping your customers in the loop
A great way to use telemarketing to your businesses advantages is by retaining their interest whilst marketing new services or products. Contacting your current customers with new offers, products and services can be approached as innocently as a simple courtesy call but in reality, can be killer for making new sales.
4. Work out why your customers need your product or services
There’s no point even attempt sales if you can’t work out why your customers need your products and services. It’s important to give your potential customer a reason to listen to your pitch, a reason to use your product over a competitor and why do they need your product when they’ve managed without it? If you have a persuasive response to those objections you are onto seeing better results from your telemarketing campaigns.
5. Offer something to an unsure potential customer
If you can provide potential customers with some form of informative reading material – send them it. It’s really important to not just treat your call list as yes or no, there will always be a lot of potential customers who are on the fence about the idea. Those who are undecided could benefit and be swayed by a catalogue or even leaflet in the post, which could create a number of sales. Although don’t make promises you can’t keep, sending correspondence 5 days later will more than likely fall on a potential customer that has lost interest and doesn’t think you’re really bothered about them buying from you. Send any leaflets, catalogues etc, within 48 hours latest.
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