- Make sure you have a plan. Before starting your telemarketing campaign, do you know what you want to achieve? Are you collecting additional contact information, such as the name of the decision maker or requesting specific contact email addresses? Are you creating brand awareness? Are you conducting market research? Hoping to close a sale over the phone? Without a clear directive, your telemarketing campaign will never take off.
- Make sure you know your target audience. Who are you also targeting with your marketing message? Knowing your target audience is an integral part of any outbound sales program. There is no point talking to anyone who is not interested in hearing from you.
- It’s about the list! The success of your telemarketing campaign comes down to the telemarketing list you use. Your list should be accurate, specific, and the right size. The number of callers should determine the size of your telemarketing list. If you only have one person making the calls, you don’t want the data to go bad before they can call all the contacts on the list. Conversely, if you have 10 telemarketers making the calls, you need to make sure that the telemarketers list is large enough.
- Know the rules. Many countries have Do Not Call regulations. Before starting any telemarketing campaign, do your research and make sure you adhere to the rules before calling someone.
- Have a killer script. You have only seconds to make a good first impression on the phone. Your script should be clear and direct; you are more likely to be successful in your goal if your prospect fully understands what you are offering, as quickly as possible. Working from a script keeps you focused on what you need to get out of the call. It also helps curb the nervousness that can arise when making cold calls. Just make sure you don’t rehearse too much and end up sounding like a robot. With a more natural speed, you will sound more sincere.
- Be informed. The first obvious question is why should I listen to you? Now why should I buy from you? Make sure you are well informed about the benefits of your product. Solid knowledge will help you persuade your prospects.
- Make it a conversation. It should sound like you’re having a conversation instead of making a sales pitch. Be prepared to discuss any questions or concerns you have.
- Try to get a compromise. This is the key to ending a call. At the end of the call, you should ask the potential customer who is committing to buy your product or service. If the potential customer shows any interest, thank them for their consideration and ask for their final decision.
- Know how to get told “No.” Sometimes a “no” is really a “no”. Don’t let it bother you, thank the person for taking the time and try again another day. Telemarketing requires a lot of patience and perseverance to produce good results.
- Please end your call politely. Whether you get what you wanted or not, always thank the person on the other side for their time.
- Keep your word. If you say you are sending any marketing material, send it. If you waste someone’s time or leave them hanging, waiting for unfulfilled promises, they will likely not purchase your services in the future.
- Practice makes perfect. It may take a little time to get familiar with telemarketing; Don’t give up if the first call isn’t perfect. Remember that the worst that can happen is someone saying “no,” which doesn’t make you worse off than you were before you made the call.
- Don’t just make cold calls. Your telemarketing efforts should be part of a larger campaign that uses a combination of different direct marketing strategies: a direct mail campaign, an email blast, and even social media. You may need to communicate a half dozen times to establish a relationship that works.
Telemarketing can be extremely effective if done correctly. It doesn’t have to be difficult, and it doesn’t feel like you’re harassing your prospects into submission. Take the time to plan everything. The more time you spend preparing, the better the results of your telemarketing campaign.
