Telemarketing is a method of direct marketing in which a salesperson solicits 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. ,
Telemarketing is the direct marketing of goods or services to potential customers over the telephone, Internet, or fax. Telemarketing may either be carried out by telemarketers or increasingly, by automated telephone calls or “robocalls.” The intrusive nature of telemarketing, as well as reports of scams and fraud perpetrated over the telephone, has spurred a growing backlash against this direct marketing practice. Telemarketing may also be referred to as “telesales” or “inside sales.”
Telemarketing cold calling or canvassing means contacting new customers. The consumer has probably never bought anything from the company and has no idea that he or she will be approached.
Telemarketers purchase lists of names to call from list service agencies, which have information on people according to age, ethnic group, interests, profession, socioeconomic level, academic level, etc.
If a telemarketing team is tasked with promoting a lawn mower, it does not want to telephone people who live in apartments. It will purchase lists of people who have a garden, and if terms are offered, people with good credit ratings.
How Telemarketing Works
Telemarketing involves the practice of contacting, vetting, and approaching potential customers. It does not include the use of direct mail marketing methods. The term was first used in the 1970s with the advent of a new, cheaper class of outbound long-distance telephone services and inbound toll-free services. The practice of telemarketing take may take place from a call center, an office, or, increasingly, a home. Many times, telemarketing can involve a single call to assess interest or suitability, and then follow-up calls to pursue a sale. Various data may be used to narrow down large databases of names to a small number of higher-probability customer prospects. Telemarketing is used by for-profit businesses, non-profit charities, political groups and candidates, surveying, donation solicitation, marketing research, and other kinds of organizations.
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10 Important Benefits of Telemarketing
Published by Magellan Solutions
Benefits of Telemarketing
Telemarketing indeed is underappreciated because of the reputation it has gained. It is time to change the perspective of people regarding this as telemarketing is genuinely an essential job. The benefits of telemarketing can greatly help lift your business to a whole new level. It is an efficient method to get more significant business contacts and is one of the effective marketing tools. You can improve your sales through telemarketing companies.
Benefits of Using Telemarketing
Telemarketing has many advantages that can help bring your business to success. It is specifically in the areas of sales and marketing. Here are some of the reasons to love telemarketing even more:
One of the benefits of telemarketing is it simply works for businesses, regardless of the size. Up to this day, its positive effect on organizations using it is prevalent. It creates a wide range of options for your target market. It is an effective method of acquiring new customers and keeping them updated.
It is flexible as it allows you to change the processes based on the needs of your business. You can use it for instant lead generation, promote and sell products and services, get feedback, and much more. It is collaborative as you can integrate it with your sales team for a better result.
You can see your brand develop as telemarketing will be a way to build marketing strategies and initiatives. It helps create opportunities as it allows you to be ahead of your competitors. It can help you get a better and clear understanding of what makes your company unique from the others and strengthen the brand as a whole.
Reduces Operational Costs
Telemarketing is a cost-effective method for a business to generate leads, promote and sell products or services, update the customers, do market research and survey, and many other important business processes. It is comparatively cheaper than other marketing methods especially when it is outsourced.
It costs you less as you don’t need to provide different materials from time to time. All you need are your dedicated telemarketers, the equipment they can use for the call, a good internet connection, and other needed simple tools for various marketing campaigns.
Another thing you can save aside from the cost is time. You can offer and sell to a lot of people in less time.
Boosts Your Sales
Telemarketing indeed sells. Through this and the techniques to boost sales efficiency, you can sell any products or services that you have in hassle-free technique. One of the most effective benefits of telemarketing is it helps you gain immediate results such as instant sales.
During telemarketing calls, your telemarketers or virtual assistants for sales can immediately close a deal. It will still depend on the customer, but more on the ability of the sales agent. They need to explain the details well and convince the customers why they should purchase. They should also be able to answer the questions of prospects. That is why proper training and strong knowledge and understanding of what you are offering is vital. Telemarketing can greatly boost your sales as long as you are doing it right and with the use of the right type of telemarketing.
Provides More Interactive Sales Service
Through telemarketing, you can create an immediate rapport with your prospect, especially that you are using actual humans here to connect with customers. It becomes interactive because customers are more at ease when they get to speak with a human as their questions can be directly answered. Based on AI stat news, 86% of consumers prefer humans than chatbots. Sales calls are rarely ignored based on observation as it is directed towards the potential customer.
Telemarketers can build a strong customer relationship. They can get an idea of the personality of the prospect and understand the potential clients better by speaking with them. Through this, they can now identify how they can make the purchase.
The ability of telemarketing to be available 24/7 is also a plus. You can be of service round-the-clock as there are individual prospects who do decision-making or their decision just instantly pops out during wee hours, weekends, or holidays.
Can Expand Your Business Reach
Another great benefit of telemarketing is you can easily expand your business. It allows you to contact and reach customers at a distance. Selling from a distance, quite away from your business location, can increase your sales territory and reach more prospects. It is a significant advantage for your company to get more potential business opportunities.
The expansion of the reach of your business through telemarketing is not only for new customers but also for existing customers. You can sell to both existing and new clients wherever they are. You can follow up and keep them updated with the new offers and services. This way, you can make them stay interested as telemarketing is more convenient for customers. You are bringing your products and services directly to them, which also allows them to get instant answers to their questions and inquiries.
Immediate Feedback on Products and Services
Telemarketing allows you to get a measure of how interested your customers are with your products/services. It is also an effective way to collect quality customer feedback and discover more about the experience of a client with your brand. Aside from these, asking for comments and suggestions can build a strong relationship with them as it makes them feel that you care enough to call.
But more than getting feedback about what you are offering, one of the benefits of telemarketing is you can start working on the areas of improvement of your products and services based on this feedback. Direct contact with the customers gives you an instant response from them. These insights give you market intelligence and can make you ahead of the competition.
Creates Effective Databases
Telemarketing allows you to keep an up-to-date database. You need to determine the demographic of your customers and always ask relevant questions. An example of this is their location to add information to your database. This also gives you an idea of the common issue of your customers. It will allow you to identify some patterns, which can reduce your operational costs and boost your sales.
Helps You Connect with Decision-Makers
Contacting potential clients, especially businesses, can sometimes take a lot of time as there are instances when the boss is busy or is not around. Telemarketing can help you speed up the process by going straight to the top. All you need to do is to have the right person to contact. With this, you can save both time and effort and might even close a sale when you convince the decision-maker on why your products or services are beneficial to them.
Leads to Face to Face Meeting
Remember that if there are customers who prefer to have the conversation through a phone call, there are also some who want face to face meetings. Telemarketing can help you with your appointment setting. This type of setup is ideal as you can do product/service demos, explain technical issues clearly, identify how you can have an invaluable human connection with your client by understanding their personality, and immediately answer all their questions. Rather than waiting for potential clients, be proactive, and try to set up a meeting with them if possible.
Keeps Track of Your Results
The results of telemarketing are highly measurable. You can provide a detailed report of your campaign by analyzing every point of the process. You can determine which methods are efficient and which are not. It includes the style of communication, the script, strategic plan, the telemarketers, and many more.
Also, keeping track of your sales is important. You can use this to know when and where your products or services are in demand. You can take note of which region, job title, age group, sector, gender, and other things and improve your business strategies based on the data you will get.
Telemarketing, like any other thing, has its downside. It has created quite a bad reputation and is even considered a nuisance by a lot of people. Considering this, you still cannot deny that the benefits of telemarketing are a lot more than its disadvantages. You just need to plan and execute it properly and strategically.
Many companies outsource sales as hiring or outsourcing professional telemarketers will help you maximize the benefits of telemarketing. It is recommendable for your campaign to be successful. Keep in mind as well that persistence is the key to success in telemarketing.
Becoming a Telemarketer
Top telemarketing reps use many techniques and skills in making sales. The key in telemarketing is immediately getting to the purpose of your call. Any hesitation can cost you a presentation as the person may just hang up. You may have been that person’s fourth or fifth caller of the day. It also is essential to develop a rapport with the decision maker during the call. Relate similar experiences as a buyer, or take a more consultative approach to your presentation
Know customers by name. Before you call a prospective client, make sure you know how to pronounce the person’s name correctly. If you’re unsure, check with a peer or supervisor, or research the proper pronunciation online. If you begin a call by mispronouncing a prospect’s name, you’ll quickly lose their interest.
- Have an A+ attitude. Begin each shift with a positive attitude and try your best to maintain that attitude throughout the day – even if you get discouraged. Prospects will notice a negative tone in your voice and, again, will lose interest quickly. A positive and upbeat tone, however, can be contagious.
UNDERSTANDING YOUR VOICE
Telemarketing voice .jpg
When your voice and words are the only available tools that you may use to promote your service, understanding and maintaining your voice is important. Controlling your breath through proper posture and maintaining good physical health to improve lung capacity will directly affect the range of your voice, as breath control gives your voice its power. The tone is the quality of your voice as air moves from your chest through your larynx, while articulation is how you pronounce sound using the mouth, lips, and jaws to form words. Negative aspects of tone and effective articulation can be managed to a great extent with concentration and practice. This is important as customers will pick up on any excitement or anger that you may express during the call.
Cold call people using a given phone directory to sell products or solicit donations
Answer incoming calls from prospective customers
Use scripts to provide information about product’s features, prices etc. and present their benefits
Ask pertinent questions to understand the customer’s requirements
Persuade the customer to buy by demonstrating how merchandise or services meet their needs
Record the customer’s personal information accurately in a computer system
Deal with complaints or doubts to safeguard the company’s reputation
Go the “extra mile” to meet sales quota and facilitate future sales
Keep records of calls and sales and record useful information
Proven experience as telemarketer or similar sales/customer service role
Proven track record of successfully meeting sales quotas preferably over the phone
Working knowledge of relevant computer programs (e.g. CRM software) and telephone systems
Excellent communication and presentation skills
Proficient in English
Skilled in negotiation and dealing with complaints
Persistent and results-oriented
Patient and able to handle customer rejection
High school diploma; BSc/Ba is a plus