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Article About The Role of Telemarketing in Growing Sales Volumes
Telemarketing is the promotion of products and services, by telephone, to prospective customers. It is an extremely effective way of generating new sales.
Telemarketing has significant advantages over direct mailing alone as it enables the telemarketing executive to handle objections over the telephone. Telemarketing may be one part of the marketing plan for a business.
Successfully growing your sales volumes, through the use of telemarketing, depends on a number of factors:
1) Accurate Customer Targeting - Understanding who is likely to buy is key. The list that the telemarketing executive calls be the type of businesses that might buy. In some cases there is a broad application of a particular product or service e.g. systems support, accountancy or finance; but equally the target market could be very narrow e.g. equipment for theatres. In either case, the target customers need to be identified as precisely as possible.
2) An Attractive Proposition for the Customer - This needs to instantly grab the attention of the customer and to differentiate itself as far as is possible from the other marketing approaches that the customer may receive from your competitors. Also, there needs to be an underlying demand for the product in order to generate interest from prospective customers. The approach should be encapsulated in a set of call guidelines, which give a structure to the calls, but it is equally important to give the telemarketing executive latitude to hold a conversation with the customer.
3) The Right Circumstances - The circumstances in which telemarketing is used are equally important, it doesn't suit every type of business. The value of an individual sale is the first thing to consider. The cost of any marketing effort needs to be accounted for within the unit sale price. If the unit value is just a few pounds a telemarketing executive may need to sell so many each hour, in order to make a return for your business, that the use of telemarketing is ineffective. Secondly, the product or service needs to be easily understood. Telemarketing may not be suited to propositions that need to be seen to be understood by the customer. Lastly, the benefits of telemarketing come over the course of a sustained campaign. This enables the telemarketing executives to call customers back, build up rapport and close down opportunities. The results of any campaign are likely to be commensurate to the size of the investment.
The use of telemarketing is growing rapidly as a targeted, well structured campaign within for an appropriate product or service can deliver results quickly.
To discuss your requirements, in strict confidence and without obligation:
Call: 01892 783383 or email: info@improvia.co.uk