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7545963 33 Secrets for Successful Telemarketing

7545963 33 Secrets for Successful Telemarketing



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Published by: thotaphaneendra on May 20, 2009
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The Thirty-Three Secrets for Successful Telemarketing
For any telemarketing/inside sales program to be successful, a number of ingredients areneeded. The most successful programs are those that mesh a number of marketing toolstogether.Direct Mail. Newspaper. Selected magazines, possibly broadcast, certainly sales supportmaterials. Phone sales works best when it works with other media.And, then you need inside sales representatives (ISRs) trained and ready to go. This listof 33 ideas combines these two thoughts — integrated marketing and sales repeducation.Your aim in using the telephone is to gain a commitment from your prospect or customer.ONEThe backbone of successful telephone sales technique is precision. You can be warmand precise. You can be persuasive and precise. You can be convincing and precise.It is most important not to meander, as improvisation will take over and lead you astray.Since the telephone allows no eye contact, your technique must be precisely on the markfrom the opening sentence ... to make certain you gain and retain your prospect'sattention.TWOUse the telephone to reinforce your direct mail, print advertising, or broadcast campaign.Telephone marketing has been known to double, triple, or even more, total response of apromotional program.A call before the program to your customers can generate anticipation and get prospect’sto open the mail immediately upon receipt.A follow-up, after the program is in the marketplace, can answer questions and clarify anyunclear points.The call has the added advantage of making the prospect feel YOU are genuinelyinterested in their welfare, and that you want a better relationship.You, as the voice of your company, will be the key to the prospect's confidence, and you’llbe a major force in the success of the program. Support media — direct mail, televisionor radio, or print advertising — cannot replace you and your selling ability.
THREEBefore you make the call ...Stop for a moment and think just what you want the call to accomplish. In a very fewminutes over the telephone, you're trying to gain agreement from one of your mostvalued customers.Or, from someone you may have never seen and perhaps will never see. Yet, this personcould be one of your most highly qualified prospects. This person could become one of your most valued customers.Plan your opening with great care. Be clear about the purpose of your call. Know exactlywhat you want from this customer or prospect. And exactly the steps you need to take toget it.FOURKnow your objectives ...A call before the message is received must be designed to alert the prospect. To get themail opened and read. Or, to draw attention to a space or broadcast announcement.You're establishing rapport and making the prospect feel like a special customer. You'reintroducing yourself as the one to answer questions and give the prospect personalizedservice.A follow-up telephone call must persuade the prospect to accept the offer — to sign up.To make a buying decision. The prospect will have received the necessary information todo this. Your job is to get it done, and right away!FIVECalling before the mailing to your customers ...A schedule must be set so you can time your telephone calls 2 or 3 days before themessage goes out. Then they will recognize the name of your company when theyreceive your mailing, and the information you'll be giving them will be well received.SIXCalling after the mailing ...Follow-up outbound calls to recipients should be made anywhere from 3 to 10 days after the mailing is in the marketplace. In most cases, the follow-up call about 7 to 10 days
after a mailing is good timing. You should adopt it to your local mail delivery time.Experiment with your calling list and adjust accordingly.Direct-mail as a door opener can pre-screen your prospects, but you still must sellyourself and what you can do for the customer.Remember, your goal is to get the prospect to act immediately and sign up for your program, product, or service.SEVENWhen you place that call ...Be considerate about the time of day you call — not too early or late. Make sure your prospect is free to talk to you. After you have identified yourself, ask whether he or shecan spend a few minutes talking with you.If you happen to catch the prospect at a bad time, acknowledge this, apologize and offer to call at a better time. And find out when is the best time to return the call. When theprospect is not too busy to consider the offer. The prospect will appreciate thisconsideration and be more apt to spend the time on the second call, and to accept theoffer.Then, make sure you do call back at the appointed time. Be courteous and helpful. Andyou're a long way toward making the sale.EIGHTGreet the customer or prospect pleasantly. Talk to each person as an individual. Identifyyourself and your company. Don't let your prospect or customer guess who they aretalking to.Also, be sure you are talking to the right person. It's easy for the wrong person to say"no" before they understand who you are and what you are offering.NINEIt's your voice that sells ...Remember, your voice is YOU in telephone sales. It must do the entire job of getting thesale. It must work FOR you, not against you. Be pleasant. Be interesting.Your voice on the telephone can give an added boost to customer interest in your product.TEN

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