Tag Archives: telemarketing

A Future for Business To Business Telemarketing

A Future for Business To Business Telemarketing

Can business telemarketing continue to work if the volume of calls continues to rise? Wijnand Mes, Marketing Manager for IBM Software Group UK, feels there are problems caused by a more general information overload:

‘We are approaching market information saturation point. Individuals are receiving messages from so many different sources that it becomes impossible to digest the information. I think this is already having an impact on response rates’.

Steve Massie feels that telemarketers must move with the times:

‘They may need to be more imaginative in future to get past the fatigue recipients feel at getting so many calls. Traditional techniques are wearing a bit thin’.

It’s not only a case of telemarketers having to develop new approaches. With the growth of Internet and e-commerce usage new types of business telemarketing will start to grow. The biggest change will probably come in the handling of inbound requests for first-stage information on goods and services. Customers will expect to be able to receive such information at the push of a button on a keyboard or mobile phone. The more complex functions of outbound business to business telemarketing will still require a more personal touch, requiring telemarketers to have a detailed knowledge of the business, products and services they are representing.

Growth areas will be linked to the new technologies, such as tours of company web sites – personal, responsive and tailored to the individual. Such ‘high touch’ services will become increasingly in demand; the emphasis will change from the quantity to the quality of staff. Businesses using external agencies will expect telemarketers to become surrogates for them.

Of course no matter how well planned and executed your business telemarketing campaign, human nature plays its part; the effects of traffic jams and towering in-trays can block the most skilled approaches. But get the right people offering the right product in the right way – and the outcomes could surpass expectations

Telemarketing Sales : How To Sell Over The Phone [Infographic]

If you’re not comfortable on the phone, sales probably isn’t the right career for you and it won’t be right for any campaign materials. Even outside sales reps spend a considerable amount of time on the phone in traditional telemarketing with their prospects. Learning how to capture and keep someone’s attention without physically being in their presence is a skill telemarketers in every B2B industry must develop and perfect.

The following infographic from The Gap Partnership covers all the elements of selling over the phone, from pre-call preparation to sales script tips up to face-to-face appointment setting.

When’s the best time to call? Why should salespeople use headsets instead of hand held phones? How long does it take a person to adjust to a new voice? What should you say to end a call? If you have a question about sales call best practices, odds are you’ll find the answers here.

If ever there was an infographic worthy of printing and tacking on your wall, this might be it. Selling over the phone is tricky. This infographic can help.

Telemarketing Sales - How To Sell Over The Phone [Infographic]

Why Prices Ending in 9 Effective in Telemarketing  

 

In telemarketing, the impression of a good product may not be enough to capture the buyer’s interest. Having a good and negotiable price can affect the buying decision of the consumer. It impacts as well the value of a good product. If the price is too low then, it delivers a hesitation to the buyer.  Finding the right price to attach to a product or service is an art. Continue reading