Build a Solid Communication Process
To succeed in telemarketing, everyone in the sales department and marketing department must develop a plan for each follow-up phone call.
There are two formal communication methods that you must consider. If you choose data-driven analysis, your staff must gather information from CRM systems. If this option seems too challenging, use dialogue and have weekly or monthly discussions with your key employees.
Every telemarketer who handles your phone calls should understand your industry. When salespeople act like trusted advisors, they process more sales throughout the year.
To become an industry leader, every telemarketer must review the latest news sites and trade journals. Being up to date on your market can be crucial and very helpful when talking to prospective clients.
Calling and Preparation Considerations
The most successful telemarketers always call during peak hours. According to experts, most salespeople reach homeowners at 5:00 in the afternoon and at 10:00 in the morning.
Without great leads, the process of targeting the decision makers will be challenging. According to the Garner Group, an average company has around 700 employees. However, only a few people can make buying decisions.
You must study your prospects before picking up the phone. Your staff can gather information about each prospect's needs and objections by using Google and social media.
Some telemarketers read scripts when they talk to prospects. However, if the sales presentation sounds natural, people will more likely buy a product or service. For the best success, outline the script so that salespeople can flow through the calls effortlessly while having a strategy and plan of action to go by.
Calling and Closing Practices
During the call, do not use a boring introduction. Instead, begin the conversation with a bit of humor. By cutting the opening statement, the success rate will increase by 20 percent.
Do not give the prospect a reason to end the phone call. If the customer does most of the talking, the individual will less likely hang up.
You must build trust throughout the entire sales presentation. To accomplish this, find out if the prospect has a common problem. Then, take notes and schedule a helpful follow-up call.
Nearly 44 percent of telemarketers do not get follow-up sales because they quit. The most successful salespeople complete sales because they never leave shopping opportunities in their prospects' hands. Instead of suggesting a phone call, they schedule a sales presentation.
Overall, running effective follow-up campaigns is not easy. If you need additional advice, contact the experts at Walking Fingers Telemarketing. We will help you design a unique phone sales campaign that targets key prospects in your market.