Many businesses have embarked
on telesales as a tool for their
business through a "simple
approach", find a telesales
representative through the
internet, tell them what they
are after and pay a fee. It is
our experience that telesales,
if not handled with a
"scientific" approach, does not
yield results.
Here are the considerations:
Prospect: Begin by listing every
type of customer available in
your organization. Prioritize by
what is important to you for
this telesales campaign,
considerations: ease of contact,
size of average order,
geography.
Contact: "Decision Maker Please"
is not always the right way to
go, they are difficult to get on
the phone and often do not
handle the research into the
buying decision.
Data: Garbage in, garbage out.
Data is the foundation of your
telesales campaign; cheaper data
could substantially reduce your
conversion rate and greatly
increase the expense of
telesales.
Telesales Pitch: Here things get
complicated. Best telesales
representative working on the
most refined data will not be
able to succeed without a strong
Pitch. Offering a free, no
obligation next step will
increase your chances of setting
up an appointment. However, be
carefully not to keep this to
open ended to have many
unqualified appointments
clogging the pipeline and
discouraging sales folks.
Objections: Must, must prepare
telesales representatives for
most common objections to ensure
phone conversation is not
finished prematurely. In fact,
this is possibly the most
overlooked step in the process,
this is a surprise call and your
prospects are busy
professionals, they will often
have multiple objections before
agreeing to the next step.
Follow Up: Do your best to
educate your prospect about your
company, to warm up to your next
step.
Track Results and Improve this
Formula continuously.
Source: Adam
Fridman
link