TeleMarketing

Telemarketing
‡ ‡ What is Telemarketing ? Telemarketing is a method of direct marketing in which executive solicits to present & prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call. In Nutshell , It is utilization of telecommunication and information systems combined with personal selling skills. What it does ? Telemarketing allows you to strike up a conversation directly with the decision-maker. and build a strong relationship with them. It helps accomplish targets within given time frame , at lower operational cost. That is generation of enquiries. First Impression. What¶s Critical ? Engagement is critical. Seeing at the phenomenal growth of Facebook and Twitter. That¶s all of us connecting with each other. This is a core attribute as building business relationships and trust has been one of the most important key factors to get an appointment and begin the first stages of securing long term and profitable business.

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5 Imp Steps
‡ ‡ ‡ ‡ ‡ ‡ 1. get their attention. Be mindful of the first few seconds of the call as this may find out whether the caller will take the time to speak with you. Begin by explaining who you are, your organisation/business and how the prospect can benefit from you. This is a vital and decisive step as prospects need a obvious reason to take time from their hectic timetable. 2. . Create acceptability and trust. Be brief and to straight to the point that you are a well respected company with a proven track record. 3. State a solid purpose. You want to see whether their requirements meet those that your service and or product could provide. Try to forget selling and pitching and concentrate on listening and providing a service. 4. Gather data and information. Bare in mind that some prospects are not suitable to your product or service. To find out whether they are just ,ask qualifying questions about their current requirements and situation. Questions like these, (criteria elicitation) show your interest whilst adding to their desire to feel appreciated.

Telemarketing ± Resource Calculation
‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ How to define manpower Requirement ? It is defined based on sales dynamics Example. Sales Target -100 Tele marketing Dep Target ± 20 Enquiry Conversion ± 10 % Total enquiries Required ± 200 Total Contact Target - 5 % conversion ± 4000 Calls per executive -65 call , no of calls per hour -20 , Telephonic hr a day -4 ‡ Executive required -4000/25=160 , Thus CRE required ± 160 /65 = 3.

Telemarketing Process

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What To Expect A well thought-out telemarketing plan will result in a very successful program and improved sales. BUT an impulsive leap into the great unknown of telemarketing will bring disaster. The First Step Is To Know Yourself [top] The startup of a telemarketing program, no matter how large or small, represents a major milestone in the life of any organization. It signals the company's decision to leap into the future. To be successful you must be willing to work hard and be ready, willing and able to devote plenty of effort, patience, and thorough planning. The first step, and most basic concept is to make sure that you fully understand what telemarketing is and what its limitations are in respect to your organization. An accepted definition of telemarketing is "the planned use of the telephone to assist in the sales of your companies products or services." Another definition is "using the telephone for marketing purposes,especially to obtain appointments with prospective clients to discuss potential new business situations." It should be viewed as an important part of your over-all marketing and sales strategies. This intricate marketing process cannot and will not operate in a vacuum, and it's necessary to make a very important decision at this point. There's a difference between telephone sales and telemarketing. Telephone sales can be summed up as only one part of telemarketing having as a sole purpose to sell over the telephone. Telemarketing is a process. It is distinguished by three key characteristics. It Is Planned It Is Integral To An Overall Marketing Program It Is Continuous Which program is best for your company? Next, Know Your Plan [top] In thinking about your telemarketing plan you will have to recognize two important elements which are necessary for the program to be successful. 1st The Market To Whom You Want To Sell It will be necessary to identify, fully understand, and target your market. According to Thomas A. DePrizio, President and CEO of U. S. Telemarketing, Inc., there are four product/market combinations. They are: Current Market/Current Product New Product/Current Market Current Product/New Market New Product/New Market The toughest to sell is the New Product/New Market. The second is Current Product/New Market. New Product/Current market is easier, and Current Product/Current Market is, by far and away, the easiest to sell. It is important to understand these levels of sales difficulty when you are weighing the potential costs and estimated results of your telemarketing program. Depending on where your activity will fall in this group, your costs can be relatively higher or lower than average. You must weigh the costs of telemarketing against other marketing channels such as direct response, field sales or media/print advertising. 2nd The Offer Or What You Want To Sell You can have the best product or service on the market, but unless you get the attention of the prospective buyer with an outstanding offer, you will never be able to sell to him. There's More Than One Use For The Telephone [top] The telephone can be used for more than selling. It can be used to: provide information gather information sell a product sell a service provide customer service generate and qualify leads Some of these can be considered as sales support functions. Remember this as you identify your target markets and plan your telemarketing strategy. How Are You Going To Reach Your Target Markets? [top] The best way to reach your target markets is by using telephone lists. Telephone lists are either response lists or compiled lists. A response list is an active list of people who have already been contacted and have responded to an offer via direct response, commercials, television, etc., which would make them a prime market for your

It will be necessary to identify, fully understand, and target your market. According to Thomas A. DePrizio, President and CEO of U. S. Telemarketing, Inc., there are four product/market combinations. They are: Current Market/Current Product New Product/Current Market Current Product/New Market New Product/New Market The toughest to sell is the New Product/New Market. The second is Current Product/New Market. New Product/Current market is easier, and Current Product/Current Market is, by far and away, the easiest to sell. It is important to understand these levels of sales difficulty when you are weighing the potential costs and estimated results of your telemarketing program. Depending on where your activity will fall in this group, your costs can be relatively higher or lower than average. You must weigh the costs of telemarketing against other marketing channels such as direct response, field sales or media/print advertising.