Outbound telemarketing is back in fashion. As B2B marketers find out that inbound marketing models featuring social media, eflyers and websites aren’t the total answer to their prayers, so outbound telemarketing comes back into vogue. With highly personalised one to one communication – no other form of contact offers such a great way of learning about customer wants and needs.
Telephone skills masterclass – 1 day training course covering many of the key aspects of telephone communication skills for improving relations with customers. Reception, internal sales, customer service, sales administrators, telesales, telemarketing and customer retention teams can all benefit from this wisdom.. Covering building rapport using questioning & listening + more. All our courses are interactive, engaging & dare we say it – Fun?!
7 traits I’ve noticed about successful sales people. I’m not saying these are the only 7, or indeed that they’re the most important 7, but they’re my observations. And it starts with creativity of thought ……
The power of vocal tone and energy can’t be underestimated. It is one of the liveliest modules on our training courses for both customer service and telesales / telemarketing. Demonstrating how NOT to deliver lines and then characterising them as vocal ‘colours’ is one of the enduring parts of the course according to the delegates. Ensure your vocal tone and energy is giving the correct impression to your customers.
Powerful questioning techniques are valuable in any telephone based role whether you’re proactive and making telesales, telemarketing or sales generation calls or whether you’re dealing with incoming queries, complaints and enquiries. Knowing when to use open and when to use closed questions is a vital skill which will help you navigate your way through a conversation with a customer.
Telemarketing appointment setting in tough times. Listen carefully to what the other person is saying and think through the implications of their situation and how you could help them. More tips on appointment making for telemarketing and lead generation teams as well as field based sales teams here.
Telemarketing has a place in the marketing mix for growing business to business companies. It offers a higher quality of contact and market place feedback than any other type of contact than face to face sales. And yet it’s a lot cheaper.
Here an article on 5 qualities of a great telemarketer. Just 5 from what could be a lengthy list. Based on many years observations working with some great telemarketing teams and individuals. Plus my own experiences too of course.
Selling benefits on the phone rather than waffling on about features is key to success. Develop words and an approach which sounds relevant, thought provoking and beneficial for them. Also use creative and imaginative language to lift the tone of what you’re offering. The first few seconds are vital and so getting their attention early on makes everything a lot easier.
Outsourcing your telemarketing or telesales may be the right thing for you to do to develop new sales opportunities in these cost-conscious times. Many agencies operate in many different ways in terms of their fee scales. Payment by results may appear to be the best option – a no brainer. But before you sign, consider this, it may not always be as good as it first appears.