Telemarketing: What Not To Do

Telemarketing: What Not To Do

Telemarketing: What Not To Do

Telemarketing is a marketing method that is almost as antiquated as the phone, and even with the existence of modern technology, it is still perceived by many business people as an effectual means of generating leads and closing sales. However, because of many years of poor telemarketing practices, this strategy has also aroused hate in many consumers. We all know that it can be frustrating to get a call in the middle of an extremely busy day, when you are on vacation or having dinner. The aggravation becomes worse when the person calling is an over zealous telephone representative attempting to sell something that you think you do not need. This is the reason why telemarketing laws are continuously being passed and modified. These laws have forced most businesses and telemarketing companies to reform their telemarketing procedures.Telemarketing does not have to be too disruptive or hostile. There are things you can avoid to ensure that your telemarketing activities will bear fruit.Avoid selling on the first call. Now, this may not make a lot of sense, because the point of telemarketing is to make a sale, right? Not necessarily. The purpose for your initial call should not be to make a sale right away. That is extremely hard to do and usually turns customers off. So, do not sell.Instead, you can qualify your prospect. Instead of downright selling a particular product to potential customers, let them know first that your purpose is to make some inquiries, if they have time. If they agree, then introduce the product and ask questions that will help you discover if they are familiar with the offer, what product or services they prefer, or why they use it. Their responses to these questions will allow you to demonstrate what your service is all about and how it can benefit them. The key is to keep them interested.Avoid being pushy. If the prospect shows no sign of interest or declines the call immediately, it is best to back down and move on to the next call. Don't push so hard to convince them otherwise. Don't call them again in the future, as this will only agitate them further and would even provoke a lawsuit against your company and your client. If the prospect says no, then it means no. There are other people to contact.It is also important to keep a record of those who requested to be removed from the calling list as this will save you a lot of time in your future cold-calling activities. It is better to have a record of those individuals or decision makers who are more receptive to your efforts and whom you were able to set appointments with for your sales executive to close.Avoid setting unrealistic sales goals. Although your objective is to make as many sales as possible, there is a limit to your telemarketing efforts. If you have exceeded your sales goals, then good for you. But never set sales goals that are far too impossible to reach. The important thing is that you are able to keep track of the good leads that have the potential to yield sales for your company. With renewed telemarketing processes, you have better chances of making closes.Furthermore, make sure that you have sufficient knowledge about the product or service that you are offering whenever you conduct your calls. Prospects who have genuine interest in the offer will probe and ask more questions. Maintain their interest by providing them what they need. Follow these tips to help increase your telemarketing efficiency.

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