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The
telephone is one of the most powerful business tools
that you possess. Don’t use it to ‘sell’ to your
customers – use it to serve them. When
you make personal contact by telephone an integral
part of your business , your profits will soar – it
is virtually inevitable. But
organizing Telephone Marketing is not always so simple
– so here are some guiding principles that you may
want to follow:
- If you follow up a
mailing with an outbound telemarketing call, you can improve
results by 50 – 1000%. (yes, one thousand
percent!)
- If you’re unsure
how your customers will react to being sold to on
the phone – don’t sell to them. Use the
telephone call to ask questions, gather
information and ensure their needs are being met.
- Do your research
on the Market. UK telemarketing is different to
Australia telemarketing. Different countries have
different policies. For example, USA telemarketing
regulations are becoming increasingly tough, so
check before you call!
- Use the telephone
to set appointments – measure how long on
average it takes to get an appointment, work out
how much that costs so that you have an average
figure per appointment….then work out how much,
on average each appointment brings you in revenue.
Compare the figures – and if it’s profitable
make telephone appointment setting an integral
part of your business.
- Don’t force
members of your team to make phone calls if they
don’t enjoy it. There are two types of people in
this world – those who love making loads of
sales orientated phone calls and those who
don’t. If they don’t want to do it, it wont
work.
- It's useful to
have a telemarketing script but it should just be
used as a guide. Someone who has had some good
telemarketing training will be able to incorporate
the script into their natural conversation.
- Incentivize your
staff as much as possible. The higher the
commission and the lower the salary – the better
the results you’ll get.
If
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