Some claim that telemarketing is one of the most rapidly expanding industries in the business world today, and smart businesses companies are utilising this in an effort to increase sales.
Because it is so affordable and its ease of use, outbound telemarketing has been around almost since the invention of the telephone. Thousands of businesses depend on the telephone for a large part of their sales. Telemarketing now surpasses direct mail as an effective strategy for marketing. Outbound telemarketing provides the opportunity to make sales calls, to upgrade mail orders, do prospecting and speed up cash flow to the business through accounts receivable collection efforts. It can also be applied to build retail traffic, get appointments for sales reps, and even re-sell clients who have cancelled their orders. Fundraising represents another huge area where outbound telemarketing has brought dramatic results.
One pharmaceutical company realized the impact of outbound marketing when they found they could call hundreds of pharmacies an hour through outbound telemarketing compared to much less success with direct mail and they had lower costs to contend with.
Using the telephone as your main method of communication, you are performing a function that few in the world can do well. You are helping people to take action and make a decision, based almost solely on the words and ideas that come from your mouth. It’s quite an awesome feat when you think about it. And do think about it. It takes a talented individual to be able to do that well. You are that person. Feel proud of what you do, and always strive to get better!
You don’t have to speak to a prospect for very long on the telephone before you encounter an objection. There is a natural or should I say instinctive, “knee-jerk” response that people make to anyone (particularly strangers) calling on the telephone trying to promote their products and services.
But the last thing you want to do is spend a long time chasing up a prospect that is going no where. So you need to be able to distinguish between “knee-jerk” responses such as “not interested” and the genuine reasoned argument against your product or service.
I talked about the selling process in my last blog. The third stage was the Presentation. You could also refer to this stage as the Plan. This is the Plan you use to identify the REASON that it makes sense for the person to use your product or service.
Scfiffman says that 70% of the sale is completed prior to the presentation. This is because your presentation should just make sense to the prospect. It’s the pre- Presentation stages of Qualify/Open and Information where you are listening to the prospect and gathering information that you can use to explain to them in the Presentation why it does indeed make sense go ahead with the purchase or appointment.
After you have finished the presentation the “close” is just a matter of saying, “Makes sense to me, what do you think?” It either does or it doesn’t. If it doesn’t then ask them to explain why not and they will be giving you an opportunity to refine your proposal and show you how you can make it right.
Over the next few weeks ask yourself – does what I am presenting make sense to the prospect? Ask you prospect does it make sense? Please feel free to post a comment; I am interested to know how you get on.