Outbound Telemarketing and telesales are not the same things. The latter entails conducting business over the phone. Telemarketing, on the other hand, is all about generating leads. It can be used for market research (for example, polling decision makers’ opinions) or just to gather proper information for other marketing tactics (for example, acquiring the decision maker’s name and e-mail address to target e-mail marketing).
If you’re apprehensive about performing telesales, outbound telemarketing services might be a fantastic approach to learning to cold call without having to worry about failure rates. Here are some tips to make your telemarketing strategies become successful:
1. Make a Plan
You should build a plan before you start any outbound telemarketing strategy, be sure you know what you want to achieve. If you’re looking for email addresses, you might be able to receive them through the first point of contact for small and medium-sized firms (whoever answers the phone). If you want to talk with a decision-maker, you must persuade the first point of contact (and sometimes the second if they have a gatekeeper or Personal Assistant) to get you in.
2. Have a Script
Once you’ve determined your plan, you should write a little script or script as a guide to achieve it. For instance, if you need a few specific e-mail addresses, the script may be:
“Good day! This is Joe and I’m calling on behalf firm ABC Company. I want to send an introduction email about our services to your business manager. Could you kindly give me your name and email address? ”
Your script will guide you through the initial half of your call. It doesn’t have to be followed exactly, and you’ll notice that the language will naturally change somewhat from call to call – it’s only there to remind you of what you want to say if you get stuck.
3. Be Prepared to Have a Conversation
The person on the other end of the line may have some questions for you. You should be prepared to discuss any challenges or concerns they may have. If telemarketing were as simple as “call, get a response, hang up,” it would be a lot speedier method of marketing than it is, and we wouldn’t need to write much more about it here.
4. Be Prepared to be received “No” or “No, Thank You”
To be honest, the answer may be even ruder at times. Don’t let it bother you. If you are confident, you can try to defend your point gently, but sometimes a “no” truly is a “no.” Consider the shoe on the other foot: you don’t always answer “yes,” do you? Allow it to go, thank the individual for their time, and try again another day. To get good outcomes in telemarketing, you must be persistent.
5. Handling the Gatekeeper
Company gatekeepers are frequently instructed to avoid routing calls to managers or directors. They are also frequently trained not to give out information over the phone. If you’ve tried several times and are still caught at the gatekeeper (the initial point of contact), you can try to go around them. Here are two approaches to this:
- Call before the firm officially opens or after it has closed for half an hour. Many receptionists only work during the company’s official working hours, however, many managers and employees work earlier and later.
- Request someone lower in the corporate chain. One effective method discovered by the author was phoning a firm and asking to talk with someone on their helpdesk. Helpdesk employees aren’t trained to keep gates locked, and they’re often eager to assist – it’s in their job description, after all.
There are other ways to sneak around a gatekeeper, but they take a lot more guts to pull off. When you’re completely comfortable with telemarketing, you might want to look into these other options.
6. Always Follow Through on the Requests
If you claim you’ll send some marketing materials, send them. Send it right away if possible. The sundown rule states that you should never leave things till the conclusion of the working day. If you squander someone’s time or leave them hanging for unfulfilled promises, they are unlikely to purchase your services in the future. And they may spread the word about you.
7. Perfect Practice Makes Perfect
It may take some time to become used to telemarketing; don’t quit up if the first call isn’t ideal. Remember that the worst that may happen is that someone says “no,” leaving you no worse off than when you made the call.
8. Follow the Telemarketing Law
Most nations have no rules controlling business-to-business telemarketing. However, before you begin telemarketing, consult with your legal expert to confirm that this is the situation in your area.
You must exercise extra caution if your clients are tiny home-based enterprises; telemarketing to consumers (as this may be understood) is strictly prohibited in many areas of the world. Ignoring this might ruin a telemarketer’s career—there may be legal consequences, such as penalties. Always seek legal counsel before proceeding with your telemarketing activities.
Telemarketing is used in conjunction with other forms of marketing to help close a deal or perform market research. It is not the same as telemarketing (though the terms are confusingly often interchangeable in literature).
As long as you stick to a method and put in some practice time, becoming effective telemarketing in a short period of time will be a breeze. AsiaTel offers the best Outbound Telemarketing Services. To know about outbound telemarketing services, write to email@example.com