Wednesday, November 30, 2011

Better Calls For Better Telemarketing

It is a fact that a lot of people do not think kindly on the thought of selling on the phone. Indeed, there are numerous cases where the mere mention of telemarketing or telesales will leave a bad taste in their mouths. It may be true that a certain firm may have a best-selling product or service, but the challenge here is to how best get that idea across from telemarketers to potential buyers.

There are several ways or strategies telemarketers can do to be effective in their jobs.

Cold Calling

Cold calling is the most challenging task in the selling process. The prospects one is trying to reach may not be familiar with the business or may have no idea at all. Initial impressions are significant. Phone representatives should not overwhelm their prospects with a very long introduction. They should stay calm and conduct their pitches in a manner that can be easily understood by their prospects. Why would they listen to the caller? How can the service or product be of value to them? Address their needs and avoid being forceful.

Understand the customer's feelings

It is very easy to overlook what and how the other person is feeling or thinking. Telemarketers must also imagine that they are the person being called. As human beings, we all want our callers to be truthful, courteous, well-informed and to the point. If a person is contacted at work or at dinnertime, it is only natural that he/she wants an apology for being interrupted or be asked to be called at a more opportune time.

Believe in what you are offering

It is vital to be knowledgeable and have trust in the effectiveness of the offer. Customers or prospects will be able to tell if the caller believes in what he/she is saying or merely doing his/her job. Telemarketers must have confidence in the service or product and conduct the call in a way that would make the customers feel they are fortunate to receive the call.

State the advantages

It is vital to keep track what draws the attention of customers. What aspects of the product or service arouse their interests? Get the attention of prospects by focusing on the advantages of having the products and services. People delight in knowing that they are making smart business decisions. Telemarketers must demonstrate to them why the telephone discussion is absolutely that.

Do not lose that smile

The quality of an individual's voice can be compared to his/her body language. People can identify if the caller is confident, tensed, dishonest, etc. A telemarketer should make it a point to practice their telemarketing voice. He or she must sound confident and smart, and it takes a lot of practice do that right. Agents should keep smiling even if customers or prospects cannot see them.

Obtain information

Lack of interest is not the be-all and end-all of a cold calling job. It is still important to obtain information from customers even in they are not interested. Companies can use these information to come up with better service or product and improve quality. If customers are patronizing a competitor, telemarketers must ask what it is that they like about the other company's product/service.

Acknowledge customer responses

Ask relevant questions and steer the conversation using the customer's responses as the point of reference. Find out what they want. Try forming a link between the services or products being offered and the prospect's business. Clarify what are the objectives and direction that the business is going to. Emphasize and relate their responses to the proposition.

Make a note

People retain in their minds only about 25% of what they hear, so it is necessary to make a note of the things being discussed. Telemarketers should make sure they fully understand what the customer is saying. In the same way, customers should be able to understand what is being communicated to them.

Success in telemarketing would greatly depend on the selling or marketing skills of the telemarketers. Telemarketers should always have room for improvement and learn new skills to add to their phone-based sales strategies.

Belinda Summers is business development consultant specializing in b2b business lead generation for mid-size ang large business industries. She has been writing tips on how to market your business effectively through telemarketing and online marketing. Get informative insights on lead generation and telemarketing at

EasyPublish this article:

No comments:

Post a Comment