Telemarketing: This Is What Professionals Know About It
“It takes months to find a customer, and it takes seconds to lose one”
We all received the kind f calls in which someone is offering us a new product or service, but we always never show interest, so why are they calling us?
Those calls are called telemarketing calls, they are part of marketing campaigns for specific brands.
Know more about telemarketing principles and what you can do as a business newer, or as a telemarketer to develop your marketing skills, but first let’s take a closer look at what does telemarketing means?
What is Telemarketing?
Telemarketing, simply, is the process of selling products or offering services over the telephone, the internet, or the fax, etc… Professionals sometimes refer to telemarketing as “ inside sales” or “tele-sales.”
You know those calls, that offering you another case of papers, or your favorite yoga store is calling you telling you all about the latest yoga mates they have received lately… Those are all known as ”telemarketing”.
Telemarketing includes a lot of subcategories, but there are main 4 categories and they are: outbound calls, inbound calls, lead generation, and sales calls.
Due to the nature of telemarketing, it ay include a lot of spam calls, that s the reason why many customers do not prefer telemarketing.
Although there has been a bad reputation, and unfair rumors about telemarketers, as they were described as people who are trying to sell you anything with the robo-call scripts that are playing over and over again, In fact, telemarketing can be very effective especially for small businesses when used right.
There are some tips that any marketer can use and it will make there call a successful one and here are some of these tips:
Knowing About The Customer History
The telemarketer should know the history of the customer they are calling, and why they are calling them. Has this customer shown any interest in the latest product or entered a prize drawing at a trade show? If the answer is yes, then this call is for them.
The telemarketers should have a huge knowledge about the product or the service they are going to sell the customer. Telemarketers are the presenters of your company if they show shallow knowledge, the customers will not trust them or the service you are offering. Telemarketers can gain knowledge through well-nourished training.
Showing empathy is the main skill that any call center agent should have, and by call center I mean Telemarketer. Showing empathy can include developing a good relationship with the customer and listen deeply to them.
Telemarketing is a part of the campaign
Telemarketing calls are always a part of a huge marketing campaign.
Telemarketing is all about contacting and approaching potential customers, Telemarketing methodology, is a little bit different than any marketing methodology, as it doesn’t include direct mail marketing method. Telemarketing methodology may take place from a call center, an office, or a home. The methodology may include one time call or several of follow up calls.
Telemarketing can be used in different fields of business, it can be for-profit and nonprofit ones, it can be used in political groups and political candidates, surveying, and donations. Telemarketing can be used in marketing research and other kinds of organizations.
Telemarketing can be divided into four subcategories:
Outbound calls or “ cold calls” is the ones where the customers, potential or current ones, are being reached out by telemarketers.
Unlike Outbound calls, Inbound calls are the ones where the customer are the ones who are reaching out telemarketing to ask about a specific service or products.
Inbound Calls are cold “Warm Calls”, as customers will typically have submitted an interest form online or already be familiar with the company.
Lead generation means collecting all the possible information about the potential customer. This information may include, profiles, interests, and demographic data.
In this category, telemarketers are trained to close the deal and sell the customer the product or the service your business is offering.
Creating a marketing plan
If you are interested in involving telemarking in your business, you must first have a strong telemarketing plan, and a strong marketing plan simply means understanding the service or the product you are going to invade the market with.
1- Product Features
Knowing so much about the product or the service means conducting plenty and a sufficient amount of information to your telemarketing and sales team. Information about the product ay includes: specific features abut the product, specification.
2- Specific Demographic
To ensure that your telemarketing plan is ging straightforward, know more about a specific demographic. Make market research about specific demographic’s buying habits and the kinds of products they value the most.
3- Telemarketing Campaign
After making market research about specific demographics, your next step should be to accomplish the plan main goal. A telemarketing campaign’s main goal can be closing sales, generating a new lead, or simply collecting more data about the market.
Once choosing a specif goal, you can begin to create specif materials to reach that goal through your telemarketing goal.
Many organizations write scripts that telephone associates memorize and recite during calls. Other organizations let their telemarketer have a more natural conversation with the customer to achieve their goals.
The final stage of telemarketing campaigns depends on the campaign’s goals. If it is a direct sales campaign, the final stage is the closing of a sale. This can happen in one call or after several return calls over a specific period of time. Campaigns designed to generate leads end by delivering those leads to a sales team. Regardless of the campaign’s purpose, the marketing team should assess how well the campaign achieved its goals and use both data gathered and recordings of live calls to determine areas where the campaign or the phone associates can be improved.