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Telemarketing, Voip Survey, Outbound Telemarketing

Using of the telephone as an interactive medium for promotion or promotion response; also known as teleselling. Telemarketing, a response vehicle, includes receiving orders, inquiries, and donation pledges in response to print and broadcast advertising, catalogs, and direct-mail promotions, and also receiving customer inquiries and complaints. Incoming telephone callers are usually given access to an in-wats number but may also call collect or call at their own expense. Outbound telemarketing is used to follow-up on inquiries, to sell products or services, to clarify or upgrade an order, or to gather information about consumers or other aspects of the market.
Unlike other promotion mediums, outbound telemarketing calls interrupt the consumer by demanding immediate attention and are not identifiable as a promotion before the consumer is interrupted. Therefore, telemarketers must be particularly careful not to antagonize the consumer. For example, calls should not be made at inconvenient hours such as dinnertime or early morning. A carefully written script should be utilized by every caller to get the most value from the time and money spent on each call and to avoid angering or annoying the person receiving the call. Some elaborate calling scripts include answers to every objection a prospective buyer might mention. In contrast, a few telemarketers have utilized a prerecorded message rather than a “live” caller; the consumer can respond to the recording by pressing numbers on a touch-tone telephone dial. Telephone numbers can be dialed at random by a computer that relays the call to an operator when a contact is made. Calls are frequently made to preselected individuals such as current or prior customers or likely prospects selected from a rented list.
Telemarketing is used heavily by business-to-business marketers to identify qualified leads, avoiding travel and other costs associated with personal sales calls. One telemarketing call can cost four times as much as a direct-mail piece but can generate as much as two to six times the response. The success of a telemarketing program is measured in terms of contacts made (reaching the right person), attempts made (calls that do not reach the right person, busy signals, or no-answers), and conversions (completed sales, surveys, etc.).
Outbound telemarketing

The concept of outbound telemarketing applies to a multitude of both inbound and outbound telemarketing activities.
Outbound telemarketing plays an important role in companies’ CRM strategy. Getting a good return on outbound telemarketing investment requires planning, accurate data, and a good script.

Outbound telemarketing, specialized in call center technology, is the ideal partner for rendering outbound telemarketing campaigns more profitable. When outbound telemarketing distributing a voice message for qualification purposes, only qualified calls can be routed to live agents. The Eagle outbound telemarketing robot thus offers you a chance to qualify, inform and generate leads for the cost of a single telephone call.

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Using Telesales and Telemarketing to find new customers?

Telesales and Telemarketing is one method of generating clients for your business. It is relatively easier on costs, and there is no time lost in movement in setting up meetings, and commuting to the buyer. Telesales and Telemarketing have of course one disadvantage. And that is what is called eye ball to eye ball talking, which convinces the person to endorse or buy your product or services.

The main problem that one faces in Telesales and Telemarketing is that since the Telesales call is through the telephone, the Telesales and Telemarketing may catch the potential client at an inconvenient time, thus getting a brush off. Most people when under pressure would simply reply in the negative. This is particularly true in B2B telesales and Telemarketing. So a great deal of perseverance, soft delivery, and a chosen time is an absolute MUST.

And when it comes to Telesales and Telemarketing response calls to customers who have signed up, it helps build a bond between the firm and the buyer, since a message goes out that yes, this company cares for its customers. It is best done by a professional, who can manage databases, which should have a pop up window which tells that it’s time to call so and so customer, and ascertain feedback. This again involves the same principles as outlined above regarding Telesales and Telemarketing to new customers. But this task is relatively easier when you call anybody is already your customer.

Telesales and Telemarketing do not stop there. It has to vigorously pursued, and all details must be kept on record. This should include the name and designation of the person contacted, the response whether positive or negative, whether he has indicated a particular date and time, and whether that response has been put into a system which will remind the personnel making the telesales or telemarketing calls to call that particular person at the appointed date and time.

Calling customers who are not firms or entities is a much more difficult task. The reason is that corporate firms/clients are always looking for newer services which may suit them, and be cost effective, while the home customer is generally bound by a particular brand or notion, and does not wish to shift. Further, the call may be at such a time when that person may be under some stress or some other reason, and you will get a brush off. Again perseverance is the key, and details must be kept to call again, after a period to be determined.

It should also be noted that various countries now have a system called “Do not call” registry. This means that if you have obtained a database of telephone numbers, you should also look for those numbers which do not fall under this category. If you do so, you are at risk for disturbance, and you could be hauled over the coals by a consumer court.

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Teleselling – Improving Your Sales Script

Do you know the biggest challenge for a typical teleselling sales script? Most of it is one way communication channel, and it is designed to talk rather than communicate. You probably could not notice the difference just by reading the statement but I will assure you can feel the difference once you go through it.

If that is the problem, why so many companies are not changing it? Is it not obvious enough?

The short answer to that is; it is the easy way out. Many companies do not want to make extra investment for training, which could probably give them better revenue and decided to stick to the current sales script.

The fact of the matter is, there is not much they need to invest. What they need is already available but they need a clear process on how to make it effective, without incurring extra cost.

Here are some simple tips they could use to improve sales script for their teleselling:

1) Take inventory of the current success rate. Before you can move forward, you want to know where you are now. You also want to know what is working and what need improvement. If you look closely, your company probably needs simple tweaks to bring the desired outcome, but you would not know unless you record it.

2) Take note of the selling points. You might find champions in the company. What you can do, other than rewarding them, is to learn what make them successful. If all tele-sales people are using the same script, why some enjoy better success?

3) Take not of the objections. This is same like above but looking at the other side of the same coin.

4) The right customers. Telling the right thing to wrong customers would not increase success rate, and so do telling the wrong thing to the right customers. Make sure you polish your ideal customers’ profile so that you will tell the right thing to the right people. This is common sense prospecting.

5) The right sales person. This might not possess a problem for you because good sales persons are trained, not born. The difference you get could be from the individual attributes, like how they say things, how they handle objection and so on.

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