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.