Telemarketing is quite common. There’s a call from your cell phone provider offering you new features and services. Then there’s an email from a travel agency informing you that they currently have a once-in-a-lifetime promotion. Telemarketing is just one of the marketing strategies being employed by many successful companies, and it is defined as the practice of advertising, or trading a certain product or service with the use of telecommunications medium such as telephone, the internet, or fax.
The effectiveness of telemarketing has always been reliable, but there are new companies that seem reluctant to employ such strategy. They probably think that telemarketing is too outdated, or that customers will not be as responsive as before. However, if the following tips are taken seriously, then telemarketing will prove to be a very effective tool in gaining customers, and generating sales.
1. Determine your purpose.
Telemarketing is used to accomplish a certain purpose or objective of a company. Do you want to gather leads? Or do you want to go for the kill and close a sale? Knowing what you want is the key to achieving your objectives.
2. Prepare a concise call flow.
Now, following a call flow is very different from following a script. Customers are very perceptive, and they know instantly if you are reading from a script. This is a big NO since it is important to sound genuine and friendly over the phone, and reading from a script will not make you sound like you a caring telemarketer.
In every telemarketing call, it is important to be spontaneous, and friendly. However, make sure to follow a call flow so as not to steer away from your purpose. A call flow usually starts with an opening, followed by questioning, introduction of the product or service, rebuttal, and finally, the closing. A more detailed article will be dedicated to call flow preparation.
3. Prepare rebuttals.
In telemarketing, there are always objections. If you thoroughly know the product or service you are offering, then you should be able to think of possible objections from customers. Previous call experiences will also give you ideas about this, thus it is important to take down notes in every call. Preparing for these objections will help you control the call, so it is important to have rebuttals on hand.
4. Know your customer’s needs
After discussing your offer, customers might say that they don’t need the product or service you are offering. At this point in telemarketing, it is very important to probe, and sometimes ask them out right what exactly do they need. By doing this, you will be able to customize your product or service in order to fit the customers’ demands.
A good telemarketer will also ask the customer if they now of someone who might need the product or service you are offering.
5. Don’t push it.
As a telemarketer, it is important to know your limits. If the person you are talking to has said explicitly that they are not interested, then respect them. Some people already view telemarketing as a nuisance, so don’t make them think that they are right. Make sure to ask for referrals though before ending the call.