How to Use Telemarketing to Increase Sales
Successful Sales Tactics Using Call Software and Predictive Dialers
May 2, 2009
As a form of direct marketing, telemarketing, also known as sales marketing in some parts of the world, requires the use of some excellent tactics by sales agents in order to motivate prospective and existing customers to buy a product or service. Telesales makes it possible for transaction to be done directly on the phone or through a face to face interaction with prospective customers.
How Does Telemarketing Work?
Telemarketing can be done from a corporate office, from a good call center or from any other convenient place. What is required is an efficient call software that facilitates inbound and outbound calls as well as autodialing. Some telephony software may require a live operator but hosted predictive dialers and web-based predictive dialers can be used for what is known as automated telemarketing. With automated telesales or teleprospecting, no live operator is required.
First calls by sales agents should be meant for identifying the needs of customers. Subsequent outbound calls can be for getting Web conferencing appointments with prospective customers. Web conferencing can then be used for face to face selling. When all these prior arrangements have been made, final calls can then be aimed at motivating customers to patronise a service or purchase a product. Experts say automated telemarketing is becoming far superior to all other forms of telephony sales and thus recommend the acquisition of hosted predictive software among businesses.
How to Identify Prospective Telesales Customers
Successful telemarketing first requires the identification of prospective customers to whom outbound calls should be placed. Such customers may be identified from customer survey reports that point out which category of people need what particular products or services. Potential customers can also be known through past purchase records. Telephone directories may also be a good reference material. Though it may be difficult, sometimes, the customer database of other companies or firms can also be obtained. For Large firms, marketing researchers and consultants can be hired to provide relevant information for identifying prospective customers.
Telemarketing Solution Tactics
The following are essential guidelines for providing effective telemarketing solutions for businesses:
- Telesasales personnel should always act professionally in their dealing with customers. They should know how to turn every call into an opportunity for adding on a customer. Know when to call prospects (not too early or too late in the day) and politely ask prospects if they can spend a few minutes with them talking about a product or service.
- As much as possible, telephone calls should be used to reinforce advertisements, promotions, campaigns and all other marketing strategies designed to win and retain customers.
- Businesses should endeavour to design telemarketing scripts for continuous practice by sales agents. The scripts should be constantly improved upon and practiced to ensure that when agents make calls to prospective customers they know exactly what to say and how to say what they have to say.
- Telemarketers should know everything about the product or service they offer. This ensures that customer questions are well answered. Questions from prospective consumers should be an opportunity to say more about a product to the consumer, but question should be answered with pricision.
- There should be message precision when dealing with customers on phone. With a good enthusiatice voice on a well-placed telephone, telesales agents should always use precise descriptive words when talking to prospects. Effective Illustrations and examples should be used to enable the prospect have a good mental picture of the product or service.
- Talk about the benefits of the product or service to the prospect.
- Agents should be good listners. Listening to questions, contributions or suggestions from the prospect helps in providing additional information or for restrategising.
 |
 |
 |
