Telemarketing: Preparations and Follow up
Telemarketing: Preparations and Follow up
Telemarketing is the process of selling goods and services or receiving orders and inquiries from prospective customers through telephone.
A good way to make cold calls more successful is to try thinking of them as introductory calls and attempt to introduce yourself and your business to the prospects. Phone prospecting starts with the introductory calls so it is very important to understand its purpose and it usually takes more than one call for a successful business interaction.
Just as with any marketing method, introductory calls need a plan. It is very important to get the right list of targeted prospects and obtain information about prospects when making your calls. Next step is to determine the best time frames for calling. For example, to sell financial services, correct time would be when targeted customers’ corporate fiscal
years ends, because this the period of time when the most of the investment purchases are made. Third step is to prepare a sales script which is simple, effective and powerful. Successful script would include the best ways to greet, build rapport, investigate, present and handle objections.
If after all the preparation for cold-calling, making calls still seems painful; here are steps which would help in making successful calls:
1. Since a call is person-to-person so a caller should personalize the call to each prospect. Despite the unique personal nature of the medium telemarketing calls tend to be impersonal. By using different responses within telemarketing calling scripts organizations
can personalize each call and make it effective.
2. Develop or improve your phone style before making any calls by using tape recorder, a mirror, or through a sales journal of incoming and outgoing phone scripts. As you practice and participate in real phone experiences, you will master the art of cold-calling.
3. Creating familiarity around you by using family photos, motivational quotes, and testimonials will help in overcoming difficulties and will get you in a positive, enthusiastic mood.
4. It is always advisable to watch the tone of voice which should be ideally warm but professional and straight to the point. Positive voice tone helps in building rapport with the prospect.
At this point it is very important to keep in mind that initial cold call will not always result in a sale, or even in an appointment for sales
presentation. According to one study on telemarketing, typically it takes an average of seven contacts or follow-ups to make a sale. Each follow-up contact with the prospect provides a chance to get closer to the sale so planning your follow-up contacts is equally important and should be planned in flexible and creative manner.
Here are other sales tools that be used in follow-up situations:
* An endorsement from a mutual friend is always more influential in converting the deal in success.
* Something in print like an article about your company can work wonders.
* By inviting and bringing the prospect to visit your facility will improve the chances for a successful deal.
* Meetings in a non business environment help in building personal relationships with the prospect which will eventually result in sales.
Ipacesetters is a leading Telemarketing company based in US, India and philippines. Deals in BPO telemarketing, Sales lead generation, B2B telemarketing and Directory development services for different business domain.
Article from articlesbase.com
