Telemarketing is a useful method for increasing sales, but it’s gotten a bad public reputation because of the way many companies abuse it. It doesn’t have to be that way, which is why today we’re taking a look at some better telemarketing strategies.
Each of these should help you improve your sales while keeping your reputation strong!
1. Build up a solid knowledge base.
Whether you’re making calls yourself, or you’ve hired someone else, it’s important to know what you’re talking about. Customers are more likely to trust someone who can explain to them what they’re going to get.
Make sure you have easy access to specific facts about your products and services, whether printed out or built into a database that’s simple to navigate. Encourage employees to use their downtime reviewing that information.
2. Focus on benefits, not just features.
This is a technique that often gets overlooked in sales, but it’s a crucial part of the process of convincing the customer to buy.
Features alone aren’t very convincing. The customer needs to know what each feature is really going to give them. That means that you should know how to explain why each feature matters.
How do you know it’s working? Your customer should never have to ask “so what?” after you finish telling them about the feature. That’ll be thanks to your clear articulation of the benefits that are personally relevant to them.
3. Ask real questions and wait for real answers.
To know what’s actually relevant to the customer, you’re going to have to ask them.
In B2B telemarketing, you may not have to do as much deep digging during the call, but you should at least verify the accuracy of what you’ve learned ahead of time.
In B2C calls, it’s often more uncertain whether the lead has any need for what you’re offering, so make sure that you build some good questions into your script or plan. Then, really listen to their answers.
4. Don’t be pushy.
More than any other of these better telemarketing strategies, this is where you can improve telemarketing’s reputation.
Make sure that you always respect the prospect. That doesn’t mean that you have to give up at the first “no,” of course, but tread carefully.
Try to discover why the prospect initially rejects an offer, and make sure the benefits to them are clear. If the product just isn’t right for them, though, don’t keep trying to make a square peg fit into a round hole. And if the prospect is starting to get irritated at any point, politely back off.
Respecting the prospect’s wishes and time keeps your company’s brand intact, and they may purchase from you later. If you harass, them, though, they will not, and neither will anyone else they talk to.
5. Get help
One of our favorite strategies is the one where we get to be the heroes.
Starting up a call center, or even a one-person telemarketing plan, requires a large investment of time and infrastructure.
For many companies, especially new or smaller ones, doing it all in-house can be too expensive to make it possible to reap the growth benefits telemarketing can provide.
That’s why Boomsourcing exists: we provide the infrastructure, personnel, and training in all of these better telemarketing strategies so that you can get started reaching out to your future customers right away. We also do it in a way that’s more cost-effective for you.
We want to listen to what you need to tell your customers, so call or contact us today and we’ll help you build the right kind of campaign for better telemarketing results!
