DO YOUR HOMEWORK!
Telemarketing is an extremely effective marketing tool if it has been properly structured.  The knowledge and application of these top ten secrets will greatly increase the likelihood of success.   Simply put, if you are not getting the results you expected, you probably need to re-evaluate the way your telephone campaign is structured.

KNOW THE PRODUCT (OR SERVICE)!
Buyers are not going to spend a lot of time with you on the phone.  You need to know your product's best features and benefits, but more than that, you need to know which of those features and benefits are most important to your prospect ... and why.  Keep your presentation brief, get to the point, and offer an incentive to act now.

KNOW WHO YOUR BUYERS ARE!
Call only the people who need and want what you offer. Products and services are rarely as universal as you might initially suspect. Review and analyze your existing customer list ... find the common denominators.  Review and analyze your sales staff too.  What are their abilities?  Who has the most success, and with "what type" accounts?

TIME IS OF THE ESSENCE!
Typically you have 15 to 20 seconds to get a buyers attention on the phone. Those first few seconds will be your only opportunity to create interest or generate curiosity. This step is not an option, create interest or curiosity first, then do your presentation: if you don't, they won't be listening.

SCRIPTING IS CRITICAL!
Script a brief opening statement (to create interest or generate curiosity) then use a bullet point script to allow the telemarketer to sculpt the remaining presentation around the needs of the buyer. It is far more effective, and spontaneous, and the buyer will feel you have his (her) best interests in mind.

TELEMARKETER TRAINING
Telemarketers should be trained on various techniques to get past gatekeepers. Never read a script to someone. Speak at a speed that matches the person to whom you are speaking. Never read a script to someone. Speak with people, not at them. Never read a script to someone. Be polite, persistent and persuasive, but not pushy. Never read a script to someone. Get the picture?

HAVE SOMETHING TO OFFER
Make your call and your offer unique. The customer wants to know why they should buy from you rather than any of the five competitors that called this week.

BE CONSISTENT
Commit to a long-term telemarketing campaign, it will be more effective. While some products or services may be cyclical, your company name is not. Keep your name in front of customers; slow but steady wins the race.

POSITIVE RATHER THAN NEGATIVE
Wants, needs, desires, progress, new, improved; and all such ideas are positive selling points. Example: a company that deals in bottled water could say in an opening statement, "Do you think the quality of the water you drink is important?" rather than "Are you worried that city water isn't safe to drink?" It isn't what you say, but how you say it that creates a positive image.

WOW, THERE'S MORE TO TELEMARKETING THAN I THOUGHT!
Preston Enterprise, Inc can help you structure an in-house telemarketing campaign utilizing the elements listed above, in a consulting format; or we can lift the burden entirely, compose and implement a telemarketing campaign for you as a valued outside resource. Make Telemarketing work for you. 

REPLY TO INFO@EXTENDEDBUSINESSSERVICES.COM TO GET THINGS STARTED