What is Telemarketing?

Telemarketing is when a salesperson presents a product or service to a potential customer over the phone to achieve the purpose of obtaining an order and successfully selling it. This method has certain advantages in contacting customers who are far away, or serving existing customers, because salespeople can sit in the office to conduct business, expand sales, and reduce travel and travel costs.

Telemarketing

Telemarketing is when a salesperson calls to

Before making phone calls, salespeople should be fully prepared. The more fully prepared, the higher the success rate of the transaction.

1. Collect customer information

For the company and customer to be contacted, the salesperson should make a careful and reasonable selection. Normally, using the phone book is one way, but not all customers on the phone book are right

1. Plan telemarketing conversations and design opening remarks

In order to overcome the shortcomings in telemarketing and improve the success rate, on the basis of paying attention to etiquette and winning customer favor, the sales staff must plan the content of the telemarketing conversation. If the salesperson's telephone conversation is purposeless, customers will not be interested. Therefore, before telemarketing, you must make adequate preparations, arrange the opening remarks and the content you want to express in order, practice the content of the conversation, and strive to make it a general way of talking, and express it in a natural way. come out.

Describe yourself as quickly as possible in the opening remarks

When using the telephone to obtain interview opportunities and promote products and services, clear purpose, concise language is very important principle. So pay attention to the following three issues:

Avoid discussing business details

The details should be discussed during the interview with the customer. On the phone, you can briefly and briefly introduce the advantages of your company, but avoid talking about the details. If the customer asks detailed questions such as product quotations, if they must be answered, they should also be as concise as possible. In particular, do not bargain with the customer over the phone, and discuss the terms of the transaction after confirming the customer's needs. Because in the case of incomplete customer understanding, it is easy to lose cooperation opportunities due to inconsistent details.

Avoid asking trivial information from key people

Asking key people for trivial information tends to cause resentment from the other party, leading to visit failures. For example, when you need to mail some materials to the other party, do not ask the key person in charge for trivial information such as address and phone number. You can obtain it by other methods, such as through the client's secretary.

3. Call back in time to maintain a good relationship

After the successful telemarketing or after the product is delivered to the customer, the salesperson should contact the customer in time to ask whether the product is delivered on time or whether the use is satisfactory. This is an important step to maintain a good relationship with the customer. After the other party answers the salesperson's call, they often leave a very good impression because the call at this time fully shows the concern of the salesperson and the company to the customer. There are many successful examples and methods of using the phone to maintain good relationships.

For example, after using a telephone interview to learn that customers have purchased a product, they know whether the product is functioning properly, whether the customer needs help in using the product, and can also remind customers about the required maintenance services and inform them about special offers. Salespeople can't overdo it when they use the phone to maintain good relationships. If there is no specific purpose and meaningless chat, it wastes customer time. Not only can't maintain good relationships, but it hinders normal relationships.

1.Advantages

Compared with visiting sales and store sales, telemarketing is obviously a modern sales method and method, and has many advantages. The main advantages are:

1) Fast and timely, saving time.

Under the premise that there are many communication tools that can be freely selected, many unnecessary business communication in person can be solved by other means. At this time, the telephone plays an extremely important role. Compared with text communication methods such as letters, telegrams, and faxes, telephone communication can transfer information to each other quickly and timely. Using telemarketers can free up more time for face-to-face communication with more customers who need individual services. In addition, if the salesperson communicates with the customer by telephone before visiting the customer, it can avoid wasting precious time because the customer cannot go to the appointment. If you must contact the customer immediately, using the phone is also the most convenient and fast option.

2) Reduce costs and increase revenue.

Selling over the phone can increase a company's sales and reduce operating costs. Salespeople actively call customers to maintain good relationships with customers and get more orders. Telemarketing has reduced the time spent by travellers on business trips, accommodation and transportation. In addition, whether the salesperson calls the customer to introduce the product or the customer calls the salesperson to complain, the company can grasp the customer's needs in time and provide products and services to customers more quickly.

3) Improve efficiency and facilitate communication.

Although telemarketing is not a face-to-face communication, it can save the waiting time for door-to-door visits and meet customers. It can complete the sales and order of goods in a short period of time, thereby improving the efficiency of business activities. Another telemarketing is a long-distance contact, the other party is not oppressed, and it is easy to accept information about the product. The two sides of the conversation are not disturbed by others, and it is easy to communicate.

2. Disadvantages

There are also disadvantages to using telemarketing. The main disadvantages are:

1) Lack of expressiveness of information.

Telephone is mainly a tool for talking. Under the circumstances that videophones or telephones and televisions have not been popularized, salespeople cannot see the customer s response to the sales information during telemarketing, and they cannot demonstrate the product over the phone. It's hard to feel the emphasis emphasized by salespeople. In contrast to face-to-face sales, telemarketing does not convey taste, touch, and vision to customers. This affects the effectiveness of telemarketing.

2) Sales promotion is rejected.

If we compare the behavior of customers and salespeople talking on the phone with the behavior of face-to-face conversation, we will find that there is a big difference. Generally, customers feel that it is much easier to refuse to sell on the phone than to face to face. This is because the sales staff is invisible, which reduces the customer's psychological pressure.