Telemarketing should never be undermined, as it could make or break your company. It could even improve or worsen the sales growth of the business. Note, asides from physical and virtual communication, phone calls are a more direct form of communicating. Understandably, not everyone can be good at telemarketing. Here are Telemarketing tips you should know.
Effective telemarketing campaigns are targeted to customers and prospects that are most likely to respond. They broaden the names of your products, services, or company to the prospects you want to reach.
There are generally two types of telemarketing programs:
- One that generates a sale or close.
- One that generates a request for more information.
Which one works for your company, of course, depends upon what type of product or service you are selling. It may be possible to sell your products or services right over the phone. Or it could require an additional appointment for a demonstration with a salesperson. The type of product or service, its complexity, and whether it is hard to sell or not, will also determine the type of telemarketing program you should develop. So when planning your campaign, keep in mind all these factors.
I advice that if your product or service is relatively inexpensive and can be demonstrated easily, using the telemarketing campaign as a way of “selling” appointments or even the product or service, go ahead as it can lead to the conclusion of the sale right over the phone!
If the prospect feels that your product or service is expensive, they generally require more information before they purchase or even consent to a demonstration. In these cases, you may want to design a campaign that triggers a Request for more information.
You must also keep in mind that the more expensive the item you sell, the higher up on the chain of command the decision-maker will be. You need to find out who the proper decision-maker would be, and if they were willing to receive more information on the product or service you are providing.
Furthermore, try calling to verify addresses. Reminding them of your product or service. No hard sell involved, as you are just checking in.