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Archive | June, 2014
Nothing Happens Until Someone Sells Something – Part 2
Your telemarketing cold calling campaign works well if you discovery and understand your Customers by analysing and targeting your best customers. This will reveal who is likely to buy from you and which products or services they want. What this will mean to you is that, you immediately improve your opportunities to increase business leads generation and improve your appointments, meetings and sales.
Understand and study your customers. ask yourself: “What will interest them to your product or service? (Flexibility? Availability? Accessibility? Price? Personalized attention? Special features? After care service.)
Once you fully understand what would draw your customers to your product or service it makes selling 50 times easier
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Nothing Happens Until Someone Sells Something – Part 1
The average telemarketer makes less than four sales presentations weekly.
It is commonly known that 80% of the salespeople aren’t doing the same things as the top performers are doing. It is also commonly known that 20% of salespeople close more sales compare to their colleagues. Is there a secret formula to their success?
The secret of telemarketing success is no different to any other business marketing campaign. If you follow these simply guidelines you too can achieve massive success.
To begin you need to do a complete examination of both your customer base and your market to identify your highest value customer segments and best new telemarketing sales opportunities” You need research, an understanding of your ultimate consumer, and a feel for a market. And with telemarketing or cold calling, the fact finding starts with a whole load of research. “Forget about the numbers game thing”
Many companies are still working this way. They continuing to let their salespeople cold call the old fashion way … and getting the same results year in year our. Despite what a lot of people think, cold calling still very well but you can’t just do any old rubbish call and hope to make a sale. It just won’t happen.
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Sales Lead Success Checklist
Here’s a check list of questions to ask yourself to determine if you have the best chance of being successful:
- Are you prepared to send requested information immediately?
- Do you know what to send in response to different types of inquiries?
- Do you have electronic versions for those who want the information by email or by download from your website?
- Do you have adequate supplies of printed materials ready for those who prefer them?
- Do you have the people, systems and processes in place to get the requested information out the door quickly?
- Are you prepared to capture all inquiries in a database for ongoing nurturing and qualification efforts?
- Do you have the database ready to go?
- Do you have the data entry people or outside services lined up to get the inquirers into the database?
- Do you have a program in place to “qualify” sales leads before sending them to your salespeople?
- Have you agreed with sales management on which questions to ask in order to determine which leads are qualified?
- Have you agreed what information is required to know which sales contacts to route the qualified leads to?
- Do you have pro-active programs in place to contact and qualify your leads?
- Do you have a process in place for distributing qualified leads to sales contacts as they are identified?
- Do you have a program in place to nurture or cultivate your not-yet-qualified leads?
- Does your company have a prospect relationship building program in place to keep in touch with these longer-term not-ready-to-buy-yet prospects using email, mail and phone contacts until they are identified as being qualified and ready for sales attention?
- Do you know what messages to send as part of your prospect relationship building program?
- Do you know how often to contact prospects with these messages?
- Do you know what offers to use to get them to further identify their needs and situation so you can determine if they are ready for sales attention?
- Do you have a program in place to measure and track the results of your various sales-lead generation, cultivation and sales follow-up programs?
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Telemarketing Pros Cold Calling Bait
Cold calling is like fishing. You’ll need to keep trying different ways of engaging your prospect in a conversation to establish what is working and what’s not working as well.
Here is how to create a good balanced conversation
Prospect: Hello?
Telemarketing services pro: Mr. Smith. Thank you for taking the call. I do appreciate your time so I’ll be brief … I have been studying your market and your competitions (Note: this is a great opening because it doesn’t try to push anything. It’s honest and open and clear AND offers an intriguing hook while presenting a potential benefit to business sales leads of saving money). I have a fabulous opportunity that I believe could help you to reduce the cost of your database upkeep. Our happy clients are now enjoying this excellent service and I believe this could also help you too.
Mr. Smith, my name is Tanya Jones, I am with Peapro Company. Are you looking at cost reduction across your infrastructure this year?
How valuable would it be to reduce the cost of your database upkeep whilst at the same time keep your department running at maximum efficiency?
Prospect: I could be interested? Tell me more. (Note: The connection has been made! The prospect is intrigued!)
Telemarketing services pro: Most companies don’t realize that they spend on average £15,000 per year on employee database upkeep. But with our automatically updating software, which features an easy-to-use interface, clients are realizing a £12,000 savings. Can you imagine what business would be like if you added £12,000 to your bottom line?
Prospect: How do you do this?
I am aware of your time right now. Mr. Smith, I have a brief outline on paper and I would like to share this with you at another time. When is the best time for us to do this?
(Note: and the call continues…)
Telemarketing services professionals use the opening dialogue NOT to start their pitch but rather to start the relationship. Win the mind of the sales leads by connecting with them.
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Prescribing the Telemarketing Treatment Basic Practice
Basic standard practice necessary for putting telemarketing strategy on the best possible start. The work of planning your campaign will be considered under three heads:
A. Basis for Planning.
B. Making Plans.
C. Execution of Plans.
The details of these headings will be as follows:
2A. Basis for Planning
Knowledge of your product or service, target market, and the competition.
Complete knowledge as benefits, features and advantages, deliverables, timescales and aftercare service.
2B. Making Plans
Process to prepared and capture all inquiries in a database for ongoing nurturing and qualification efforts
Process to place to measure and track the results of your various sales-lead generation, cultivation and sales follow-up programs
Decide which niche is a good fit for your product or service
2C. Execution of Plans
Having one telemarketing campaign at all times.
Having, tools and resources in place ready for execution.
Checking research information that they are accurate and up-to-date progress.
Practicing rinse and rehearse your telemarketing pitch which may need adjusting for each customer
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