Telemarketing Techniques

Planning

As with most things in life the first important task prior to starting any telemarketing campaign , is planning. You need to be clear about what you want to achieve from your campaign. You also need to know exactly who your prospect or customer is, what you need to know from them and what questions you should be asking in order to find out what their needs and wants are. It goes without saying that you must know your products inside out and not just their features but their benefits. And it is very important that you consider what objections your customer may come up with and think of ways to pre-empt them.

Qualify your prospect

Qualify your prospect on different levels. Qualify for authority - are they the decision maker? Qualify for interest - there is no point wasting your time with a prospect that simply has no interest.

Effective Questioning

When you are thinking about what questions to your prospect remember there are many different types of questions so know what they are, what they are good for and when to use each of them effectively.

You need to be using Open, Probing, Hypothetical, Closed, Alternative and Rhetorical questions to their most effective.

Effective Listening

Listen pro-actively!. Listening is a technique in itself and you need to make a conscious decision to listen. Impatience is audible so whilst you need to retain control of the conversation, don't do it at the expense of appearing rude to someone who may not be a customer now but may become one in the future.

Mirror your Prospect

People are attracted to people who are like themselves. So, with this in mind, if your prospect speaks quietly then you should speak quietly and vice versa.

Never mind the gaps

People don't like pauses in conversations, it makes us feel uncomfortable but you are in control so rather than you rushing in and filling that gap, let your prospect fill it. They will give away far more information than they intended to!

It's a numbers game

Telemarketing is a numbers game. It is important to identify buying signals but as soon as you ascertain that a prospect is not interested, move on. There is no point wasting your time with people who are simply not interested. End the conversation politely and move on. Every "No" brings you closer to that "Yes".

Most of all - Be Yourself!

Be natural. Don't be tempted to put on a special "telephone voice" you won't be comfortable with it and your prospect will see right through it. Often the most successful telemarketers are those who are natural on the telephone.

There is no doubt that there is a telemarketing technique - get it right and you will improve your sales without doubt.

TESTIMONIALS

Crystal Clear Virtual Assistants manage our website and Email Marketing for us and have done so for over 2 years. Our expertise lies in Engineering and websites are a foreign language to us so without Crystal Clear VA we would be lost!

ACP Engineering (Wrexham) Ltd

 

We have used Crystal Clear Virtual Assistants to help us out with the general administration required on the lead up to one of our big events. It suits our business perfectly to have an extra pair of hands as and when our business dictates.

Xuberance Ltd