Successful Telemarketing

Written by businessideas.info

Telemarketing is one of the most hated methods of selling, yet companies continue to use it day in and day out. One would wonder why this form of selling still exists, being it has an incredibly low conversion rate and angers nearly every person it comes in contact with. Most people simply say, "No thanks," upon picking up the receiver and hearing a telemarketer, as calls of this nature are nearly universally seen as interruptions. So why do businesses continue to participate in telemarketing? The answer is surprisingly basic; because one can reach more prospects through telemarketing in an hour than by meeting prospects face to face in a week.

Even though the vast majority of telemarketing calls fail, a few end in success, probably around .2-.5%. The goal of a call is not to immediately get the recipient to make a purchase, but to arouse interest and elicit a future response. In order to create that interest, a telemarketer must get the prospect talking. This can be done through asking questions, or using a survey approach. Hang-ups can be decreased if one sincerely values the prospect's opinion. For example, a call could begin by a telemarketer saying they need their opinion on something very important, and a few times out of ten, the prospect will comply. At the end of the survey is the proper time to mention business related information, as by that point, the prospect is more involved in the call.

The questions you ask a prospect should be brief and easy to answer. If you need to ask anything difficult, it is still best to throw in a lot of simple questions upfront. All parts of the call should be courteous, polite, and acknowledging of the importance of the prospect's time. No matter how gracious you are, there will always be people who act unpleasantly, but that is no excuse to act negatively towards them. In the case they end up needing your product or service, you do not want them to remember a bad experience.

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