Telemarketing and telesales is a growing industry, however there are telemarketing programs that do not meet expectations. Here are some of the common mistakes telemarketers make on an outbound telemarketing campaign:1. Establishing ones goalsMany companies set high goals that are often unreachable, thus the telemarketer will cut corners to reach these unacceptably high goals. If you’ve hired a telemarketing company to do your telemarketing campaign then ask to look at their goals and establish if they are reasonable. Setting reasonable goals will have a higher return on your investment as you are more likely to have successful call then when a telemarketer is rushed and cuts corners to try meet unrealistic goals.2. Choosing a overseas telemarketing company or one from homeThere are many telemarketing companies operating from overseas locations, they often offer a cheaper rate for the campaign as they pay their telemarketers a lower rate than obtainable locally, while this may seem a solution when you are on a tight budget, be aware that you could be short changing yourself. You need to establish if the overseas telemarketers have a good understanding and grasp of the English language, sometimes it would be better to recruit a local company who is fully conversant with the English language. So outsourcing to an overseas telemarketing company may not always be the best choice.3. Placing reliance on the scriptIn the telemarketing industry there are numerous employees all doing the same thing, over and over again each day. One would expect them to be very good at it after a while. Telemarketing is totally reliant on communication between two parties, and no two people are alike therefore the telemarketer can never predict what sort of response they may receive from a call. While the scripts try to cover every eventuality it is almost impossible to have a response for every single situation.Telemarketing companies often have two different approaches to scripting, one is to have scripts of between eight to twenty pages as well as an additional seventy five to one hundred rebuttals or statements after they have received an objection. This may also be placed on a screen for agents to search while on the phone. The other approach is to train agents to be able to respond with the correct answers while they are on the phone. It is good to have the scripts in front of them, but it is also important to allow the conversation to flow and therefore be able to adjust the script or responses according to the response from the customer. The idea is to establish a rapport with a customer without appearing to be reading from a script.4. Visit to the telemarketing service providerIf at all possible try to visit the telemarketing service provider; this can often not be possible in an overseas environment. When you visit you will be able to establish of they are running a 10-1 agent-supervisor ratio, are the agents older and career oriented or just students looking to make a quick buck. You can also look at the environment that the agents work under.5. Using the correct set-up materialsThe telemarketing provided needs to have the correct set up materials related to our business modalities, ensuring that the program is correct from the first day has a better chance of success then if it has not be correctly set up and planned.Success or failure often depend on the approach to the customer, good language and communication skills are important as well as having the relevant material and understanding the products.
Making Telemarketing and Its Advantages Your Very Own Trump Card
People starting new businesses nowadays understand that the business world is already congested. There is always a bigger competitor out there. So how do you make things even? People nowadays rely on intelligent marketing, and not just your ordinary TV commercial or newspaper ads. People turn their sights on telemarketing. So just how do you gain an edge with professional telemarketers and how good are they compared to the usual and traditional marketing campaigns?The term telemarketing just came into circulation around the 1970’s and has gained momentum since. It can be grouped into four subcategories. First one would be Lead Generation which is basically gathering of information from prospective customers. Second is Sales, wherein a professional telemarketer uses persuasion to sell a certain product and/or service. Third one is called Outbound Telemarketing where potential and existing customers are contacted proactively. The last one is Inbound Telemarketing where a telemarketer receives calls for incoming orders and requests for information. Inbound telemarketing is usually supported by advertising, publicity or by the effort of other sales personnel.When you hear the word telemarketing, what’s the first thing that comes into your mind? I bet it would have something to do with the telephone. When a telephone rings, there is a definite need to answer it. First reason would be the obvious annoying sound and the other one is the urgency that comes along with a telephone ring. So unlike other marketing campaigns that can easily be disregarded like commercials, billboards and radio ads, telemarketing requires an immediate answer from the prospective customer. This advantage establishes a chance for a conversation between the telemarketer and the customer. Unlike a TV ad, telemarketing cannot give the customer a “look” at the product and/or service. This is evened out by the fact that because the customer is actually having a conversation with a salesperson, he\she can get answers to all her questions right away.Telemarketing also offers convenience to its customers because an order can be made right away in one call. Telemarketing is a very dynamic marketing strategy because it can automatically adapt its strategy depending on the need to generate better results.Just how much does a company spend on a TV ad? After you find an advertising company, hired actors, paid some other guys to do stuff, will the big cost assure you of better results? This is one of the drawbacks of mass media. Businesses inject a lot of money in this kind of campaign but there is no assurance that the message is actually sent because of the fact that a potential customer can always turn the TV set off or change channels. It’s the same with direct mail marketing. It may cost you a lot less compared to mass media, but there is also no assurance that your literature has actually reached its goal.As what was mentioned above, because telemarketing relies on the urgency for the customer to answer a telephone ringing, it gives the company a chance to directly talk to a particular customer. It is actually the cheapest marketing campaign available in respect to its returns. Professional telemarketers can cover a lot of ground in terms of contact with possible customers. Telemarketing gives a window of opportunity for a certain company to introduce itself, explain its products and services, and give an option for the customer to place an order if needed.Telemarketing is a flexible, positively practical marketing method that provides a business with a myriad of opportunities and possibilities to give your business better results. These advantages definitely prove that telemarketing is beyond doubt a significant marketing instrument.