Telemarketing is the direct marketing of products or services to prospective clients via telephone or the internet. There are four typical types of telemarketing:
outbound calls,
incoming calls,
lead generation, and
sales calls.
Telemarketing does work. In fact, one could argue that telemarketing is more effective than ever because it concentrates on generating high-quality leads rather than large quantities of contacts.
Telemarketing saves salespeople a great deal of time compared to in-person selling. Additionally, it offers essentially the same advantages as in-person selling. Particularly in business-to-business marketing, cold calling remains an extremely effective sales technique.
Telemarketing Tips
Leaving a Message
Do I need to leave a message?
Yes!
You are acquiring recognition for your product, service, or solution, for one thing. You might not reach your prospect this time or the next, but the information you leave will be effective.
In addition, even if you do not make direct contact with your prospect, you are still developing rapport with them. Your persistence will persuade your prospect that you are impassioned about the product or service you are selling.
You are finally being informative. One of your products or services could serve as a promotional item. You must inform your prospect of this so that he or she may take advantage of the discount.
What type of message should I leave?
Keep your communication as brief as feasible. Otherwise, you risk being perceived as the intolerable nuisance you believe you may become.
Keep your communication brief.
Only discuss information that you believe is pertinent to the consumer; leave a message outlining the benefits of calling you back. Mention the benefits you will provide before the contact information.
Include your phone number at the conclusion of the message. As a courtesy to the prospect, repeat your name, company name, and phone number once more so that they do not have to listen to your message twice.
How is achievement measured?
Typically, telemarketing has a success rate between 5 and 10%. You must monitor your success by maintaining phone call logs. How many contacts were made, how many no's, yes's, and callbacks were received? Using this information, you will be able to determine the most profitable strategy for you.
Create a positive "no" experience.
When telemarketing, it can be very frustrating to emphasize the positive. Even when performed by professional telemarketers, a 10% response rate is a statistically outstanding result.
You must anticipate hearing "No, thank you" frequently.
Do not Overwork Yourself
First and foremost, do not spend more than five hours per day on the phone. Beyond that, the experience will become aggravating.
Give Yourself Time Off
Take a 10-minute break following the initial hour of contacts.
Take a 10-minute respite after the following hour.
And so forth.
Including pauses in your phone schedule gives you a psychological advantage. Not only can your mind, to say nothing of your voice, use the rest, but you will also find yourself compartmentalizing your work schedule into three or four goal-oriented phone sessions per day, as opposed to viewing it as a single, lengthy, exhausting phone day.
This could make an enormous difference!
Every 'No' Brings Us One Step Closer to 'Yes'
A cliche that is very ancient but nonetheless accurate.
Never forget that it's a numbers game!
Statistically, nine 'no's do yield a 'yes.' If you dial the phone knowing that, on average, every tenth person you speak with will respond positively, you will receive a positive response approximately one-tenth of the time.
Then, you eliminate frustration and have a target to pursue.
Telemarketing Tips
A Script for Telemarketing
You must convey your message, avoid being distracted by your receiver, and maintain conversational control when using telemarketing. Scripting your conversations beforehand allows you to achieve these objectives.
Establishing Your Script
Always begin with your name, the company you represent, and the reason for your contact.
Then, state the benefit(s) your audience will receive and request permission to elaborate on your product or service.
Provide more details about your product or services.
Keep the presentation brief, positive, and, if applicable, conclude with a call to action.
Variety of Scripts
There are four fundamental script kinds. The complexity of the sales message will determine the type that best meets your requirements.
Callers adhere to the presentation's word-for-word delivery. However, they do not always use the terms in the same manner on every call. Allow listeners some creative leeway. Verbatim scripts are optimal for calls to consumers, survey calls, and straightforward business-to-business transactions. Using such a script results in fewer variances on occasion.
Then there is a script that combines verbatim dialogue (such as opening and closing statements) with crucial questions and their potential answers. These protocols are frequently used in complex situations where a call could potentially branch off in multiple directions.
Dialogue or prompt scripts, allows the caller to establish rapport with the consumer. Guided scripts instruct callers to speak rather than read by outlining the objectives for each segment of the call. Frequently, the introduction, benefit statements, and conclusion are scripted. The majority of the call consists of suggested inquiries, responses, and rebuttals to common objections.
Call-Plan Script: This script, utilized by callers who interact with their customers on a regular basis, typically includes objectives of the call, commitments required of prospects, key questions to ask, a closing, and next steps. This assists the caller in controlling the contact, directing its outcome, and achieving the desired objectives. Telemarketing is an effective method for introducing new products, conducting market research, obtaining presentation appointments, and selling products. Consider utilizing a script when planning these types of conversations.
Employ scripts to:
Assist respondents in planning and managing the progression and content of their calls;
Ensure uniformity of results and the delivery of a standard message;
Facilitate training and testing;
Inspire concentration;
Without a script, you run the risk of repetition, omissions, inconsistencies, and substandard work. Regardless of the script you use, be sure to tell the customer who you are, what your product or service will do for them, and why they should purchase from you rather than your competitors.
Guidelines for Script-Writing
Use your visual sense.
Encourage conversation with the consumer.
Listen to your clients' script suggestions.
Continue testing and revising the script.
Respond to the first query posed by your customer: "What's in it for me?"
Use concise language.
Develop empathy. Sincerely inquire, "How are you doing?"
Always validate the order at the conclusion of a call, or restate the customer's commitment.
First demonstrate concern for the customer, then position the sale.
Include pauses within the script.
Employ persuasive language.
Document all information regarding warranties, payments, guarantees, liability, and regulations.
Employ the four Cs: clarity, concision, conversation, and persuasion.
Confirm the name and address of the customer twice (at the beginning and conclusion of the conversation).
Adhering to Your Script
Your speech script is a guide, not a speech itself. It should contain all of your pertinent talking points in an order that leads to a positive conclusion or action for you and your audience.
Do not follow your script so closely during your presentation that you sound stilted or, dare we say it, scripted. Be adaptable enough in your delivery to appear natural and attentive to your audience.
Dealing with Objections
A script helps you maintain focus when objections arise and provides a logical entry point for re-entering your presentation.
When an objection is raised, refrain from repeating it. (Remember that your objective is to maintain a positive tone.) Take a moment to address the objection, then return to the appropriate point in your script.
Conclude with a positive statement and, if applicable, a call to action for your audience (or for yourself!).
In addition, remember to acknowledge your audience.