The success of telemarketing strategies greatly depend on how you make your calls. It’s not always about tenacity or ‘keeping at it’. While solid telemarketing lists are of immense importance, there are certain key points that you need to follow to make successful calls that convert.
PLAN ACCORDING TO THE OBJECTIVE OF YOUR CALL
Not all telemarketing calls are made with the same objective. Therefore, before making a call you need to plan accordingly. For instance, if the call is being made is to get some basic information like email addresses, you can easily collect this information from the first point of contact. In telemarketing jargon, whoever answers the call is called the first point of contact.
However, if you want to talk to decision-makers, people who will decide whether to buy the product and services, then you need to be more convincing in your tone. Mostly in B2B telemarketing calls, the first point of contact is not often the decision-maker (they are mostly receptionist, secretaries and PAs). In this scenario, you have to convince them to put you through to the person who matters.
Your ability or inability to do this dictates whether you fall at the first hurdle or carry on in the race.
HAVE A WORKABLE SCRIPT & BE READY FOR IMPROMPTU CONVERSATIONS
Once you know the object of your call, the next thing you will need to have on your side is a suitable script that can be worked in different situations.
For simple queries, you will need a script that remains to-the-point, while for persuasive calls the subject matter of the script must be different. There are some important points regarding scripts you should keep in mind:
- Don’t use unusual and complex words in your script. You want to sound natural not robotic.
- Don’t speed to end your script. Allow the person on the other end of line to speak and answer their queries.
Scripts are fine, but it is imperative to know how to make impromptu conversation. This is the most basic skill that is missing in many telemarketers. Remember, there are more chances of customers being persuaded to buy from you if you engage in more natural and free flowing conversation.
So dump your script where it seems it is hampering your effort to connect to the prospective customer.
GET YOUR HANDS ON EFFECTIVE TELEMARKETING LISTS
The success ratio of your telemarketing calls greatly depends on the type of customers you are calling, in other words, the telemarketing list you are using.
Please get your hands on updated and relevant telemarketing lists that have recent operational contacts. Apart from this, you need to also know about different type of specialty telemarketing lists so that you target better with you marketing campaigns.
BE READY FOR DISAPPOINTMENT
To get to your first successful telemarketing call (which brings business), you have to go through many disappointments. Be mentally ready for this because it is part and parcel of the telemarketing. You can’t expect early results and quit because you couldn’t meet your targets. Keep at it and improve with time.
Telemarketing still remains an effective marketing means if you know how to use it with other traditional marketing tools. Here you can find more information about the effectiveness of telemarketing.