Telemarketing Berkshire, Surrey and Hampshire
INTRO TO TELEMARKETING AND HOW YOU COULD APPROACH IT
We start with the most inspiring part of the call. We have to deliver an impact at this point otherwise we won't get what we want from the call. We could be talking to a receptionist or a senior decision maker throughout the call duration and we need to treat everyone with the utmost of respect and professionalism no matter what the outcome. When talking to anyone we have to gather as much information as possible and again we need to make sure that we do this in the right way. We start by looking to contact the person that you feel is the right person to get a decision for your product or service that you are offering. Whilst it could be a failure it is still best to ensure that we keep notes for the next call to make that all important impact. The impact can come in many different forms but can be mirrored to the individual you are talking to! eg When talking to the potential he/she may like to talk about how they are feeling. This can be a nice ice breaker better than - "Hi, I am calling because". We need to give a brief and positive statement and look to get contact as quickly as possible. Something like "Hi my name is Dave and I was wondering if I could speak to the person that deals with the generation of new business there please, as I have a product/service that I feel could be a real benefit to him". This is positive and direct and gets the job done quickly in a professional manner. We then get through to the person that we need to talk to and can take the same quick approach. From this we can then ask if that is something that they would like to discuss?
The Fact Find
Now we have introduced and made an initial statement that oozes confidence we need to find out as much information as possible and we need to do that with 6 different types of questions:
These types of questions are what i call open questions they lead to a sentence answer that is a lot better than yes or no at this stage. I.E - "Can i start by asking how would you say you compare to your competitors"? This can lead to answer I.E. - "Well we are a very good printer that mainly does large runs of digital print for people" From this we have a wealth of information at our fingertips. We need to continue on our investigation of finding what makes the person/s we are talking to happy and how they see themselves going forward and how our product or service can only help them achieve their goals in a quicker/easier/more cost effective way etc etc. We need to find out as much as what we can for later on. How many people work there? What is there projected growth etc etc. The more we ask is the more information that we can use later on when building their desire for our product. We are showing an interest and there is no person in business that wont like talking about their business and how they have got it to where it is at the time of the call. This shows the potential client that you want to help and analyse how good the solution you are offering will work for them. Return On Investment
So how much can your product or service benefit them. We have to ask some more questions -
How much is their average customer worth?
How much of that revenue is profit?
How many customers could they take on per month/week?
What is the least amount of profit from one customer for the basic job?
How much is your product/service and how long will it take for them to gain the return from what they have spent or are about to spend on your product/service?
This part of the process gives us the ability to show the potential client that we can give them a good profit from our product/service in a period of time that is acceptable. If done right this part of the call alone will secure their belief in your product/services without too much emphasis on any other part of the call. The Pitch
This is your opportunity to explain in detail what your service/product is and how it can benefit the potential client. At this stage we can use some of the facts that we have already found out to ensure that we deliver the best pitch relevant to their needs. When we are in this part of the call it is of paramount importance that we remain polite and courteous at all times. We need to maintain listening skills and again it is important to show our potential client that we are hearing what they have said and we are remaining vigilante at all times by explaining how our product/service will benefit the matter raised from the conversation. When pitching we need to make sure that when we deliver a feature of the product that we back it up with a statement that will show the benefit of that particular feature. I.E ''This stereo has the loudest volume on the marketplace this will give you the volume you require to fill up your night club''. We have then preempted any questions our potential client may have before the question arises.
Now we have done all of the above we should be in a position to ask whether our product/service is something that they feel could benefit their business. We need to take a consultative approach at this stage and use questions like -
Subject to cost does this sound like the kind of product/service that could benefit your business?
With this product/service i feel that your company could benefit from it, do you agree?
We need to lead our client to saying yes if we can as this will impact on the final decision and will make saying yes easier at the final decision making time. Pricing
As a rule we have now done our job subject to the yes and approval from the above. Now we need to ensure that we make the price sound as attractive as possible by using the information that we have gained throughout the call. We know a lot of information now and know that our potential client is at the point of making a decision and this can take one route or another. We have a product or service that we have assessed on a consultative approach and we have someone that has been happy to spend time on the phone. This is a commitment to what we have covered in the conversation so far and has now achieved closest to what we call pipeline or a cold call sale from start to finish. We have to ensure that our price is something that creates a desire to use our product or service. If our price is within range we can safely say that by now we have a deal as long as there is no one else involved in the process. So far we have shown -
Knowledge (although limited),
This creates vanity, desire and greed within our pitch (some of the strongest selling points for any service or product)
With a partner, fellow director or friend this will create a call back. If there is no one else and the potential has the budget to take your product then nine out of ten times there will be a very good lead on your desk. Sometimes we give our price and someone says ok that sounds good we take the next step fill out and close......
Other times we will have to take a closer look at the above and retry but telesales/marketing can result in a number of ways and if you follow my guide i will guarantee that the face of your business would change.
Looking at being successful there is only one way, it takes hard work and devotion along with investment but it is proven to be one of the best ways that you can gain extra business.
MytchMac provide telephone marketing services (telemarketing) to Bracknell, Farnborough, Aldershot, Woking, Camberley, Guildford, Reading and all across England including Berkshire, Surrey and Hampshire. Contact MytchMac today to find out how telemarketing can help increase your profits.
Telephone Marketing in Berkshire