3. Telemarketing
Introduction
Telemarketing is an important part of many businesses. However, few
companies train people to do it properly. Effective telemarketing involves all of
your selling skills but, with telemarketing, the focus is usually narrower and is
very specific.
In Telemarketing, we will discuss ways to improve your telemarketing
activity. You will find that there is more to good
telemarketing than handing a phone list to an employee
and have them start calling people.
Many people find it intimidating to make cold calls on
the telephone. They fear rejection. They could become
tongue-tied on the telephone or lose their train of
thought. Their confidence is shaken after such a call and they
dread proceeding to the next call.
The way to eliminate this apprehension about telemarketing is for salespeople
to prepare adequately. If they have completed a target marketing exercise and
have qualified the top prospects in each market segment, then this in itself will
maximize their success.
How to use this information
Use the telemarketing material as a guide for employees any time they are
about to do telemarketing. It will set them on the right track and reach the right
mindset to start making calls.
Preparation for telemarketing
Before dialing the telephone, the caller must prepare in the following three key
areas:
CCaalllleerrss mmuusstt::
Know their company (See chart below for details)
Be knowledgeable about the company's product or services
Have finished their homework on the prospect they are calling, what
information do salespeople need to know in these three areas?- Salesperson's company
- Company's product/s and service/s
- The prospect