Telemarketing is an invaluable sales tool, however the difference between a successful campaign and a failure is often down to the techniques used in planning and executing the campaign. Here at Springboardb2b we specialise in telemarketing campaigns which engage and build relationships with prospects. Below are five of our top tips for getting the most from your telemarketing campaigns.
1. Scheduling
Scheduling calls correctly will allow you to make the most of your time. Researching the prospects you are calling and establishing the correct time to call will have a dramatic effect on your results. For example when making initial calls, before 9am is often an excellent time as prospects may have a few minutes to talk before their day starts.
2. Know your audience
Each call should have a specific purpose which is achievable; this will give your pitch clarity and avoid wasting time. Spend some time planning each call and your desired outcomes. Plan your call and know what you need to get out of it while allowing for changes to your pitch as you get more information from the prospect on their needs.
3. Effective Questioning
Using your knowledge of the prospect to guide the conversation and allow for a more bespoke approach. Rather than listing benefits, use questions to determine if those benefits are useful to the prospect. By allowing a prospect to talk about their business and its needs, you can more effectively present your offering within the context of their world.
4. Know your goal
Each call should have a specific purpose which is achievable; this will give your pitch clarity and avoid wasting time. Spend some time planning each call and your desired outcomes. Plan your call and know what you need to get out of it while allowing for changes to your pitch as you get more information from the prospect on their needs.
5. Get Next Step commitment
Single call sales are few and far between. Most calls will not end in a sale; however each call should move the prospect to step closer to a sale. Getting a next step commitment from a prospect ensures the sales process is moving forward. A next step can come in the form of a follow-up call or meeting, an introduction to a colleague or any other action which helps move a prospect towards a decision. Getting a commitment from the prospect highlights in them a positive attitude towards your offering.
