Secret Strategies and Tools for a Perfect Telemarketing.
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Ebook 374 Pages Roberto D'Aloisio
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"Want to know how to hit and immediately affect your partner?
Want to learn the techniques of verbal communication and non-verbal?
Discover strategies to achieve consistently excellent results! "
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Engage your partner with your voice and your skills, learn how to benefit from the object, transforming them into opportunities to raise awareness of your working reality and discover the secrets to becoming a professional!
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In the collective mentality that is easy to see widespread clashes with telemarketing. There is little to be done it myself before knowing the opportunities offered by this instrument, I thought it was exclusive to the few established. In Italy there is still, unfortunately, the idea of \u200b\u200blinking the term telemarketing through a switchboard.
How many times I have happened to me to be misunderstood about my work ... One day my old friend asked me: "Robert, but what job are you doing now?" And I said, "I work in sales and ... telemarketing. " You know what I said? Here, "So you work in a call center." See what I mean by limiting mentality?
Once you know its main features, however, change much idea about what things you can do. I mean to duties which are the conditions of application of telemarketing. Functions there are precisely Four:
function SALES CUSTOMER LOYALTY
Function Function Function MANAGEMENT STATISTICS
1) The sales function is logically considered the most known and used, but it is not. This is due to what we've seen before: many entrepreneurs imagine that this function is used by all their "colleagues" perhaps competitors themselves but do not use. Too bad that their colleagues do the same reasoning, with the result that today a substantial number of companies has not yet adopted the Telemarketing systematically to increase their business ...
This happens for two reasons: first because is believed to be responsible people can use for this purpose is difficult because there is a second fundamental question that haunts every entrepreneur and about time. The first reason is completely unjustified because it is true that the telemarketer is not easy to find good, does not mean that we or even more absurd idea that we need to pay them above average.
This is false because in both ways in which a company pays a telemarketer not ever will lose because if you pay a salary, it must be framed as the law requires and that is used as a commercial, if it is paid based on production (to example for each appointment set) There will always gain more because it produces the telemarketer, the company has more chance to win!
The second reason, related to time is a consequence of poor information about it and those who think this way do so because he never put in place a major promotional campaign for your product / service through telemarketing. And 'thinking common to many entrepreneurs fact that telemarketing is still an investment with a slow return. That is the result of the money invested will see after a fairly long time and then not worth it ...
This idea starts with a principle that is wrong and that if the return on investment is slow, then it is not a good investment. It 'a principle wrong because first of all the telemarketing its effectiveness varies depending on its functions: in fact one of the sales function and the other the time difference there, but between all four of them that selling is certainly the fastest!
To confirm this I can assure you that already during the day, you can calculate the return on an investment: for example, if a telemarketer selling 5 packs of creams for the face of its cosmetics business by 50 calls, while you know that how many sales were made in a day according to a precise number of calls (so you can immediately improve the percentage of sales) and then, more important sales were made ... now!
2) The role of customer loyalty is, despite its important role, the "responsible" attitude towards the first mentioned payback time. Indeed, it is because of the association between the first two functions that this is confusing!
To equate forget their goal: the first has the role to sell, the second always has the role to sell, but to existing customers! In fact achieve the same results through the loyalty of the sale is possible, but it takes much longer: in fact this is the most slowly of all.
In respect of existing customers is often undertake actions cross-selling and up selling, the first means to sell other products of the same customer, the second increase the turnover of the company through a customer by increasing sales for the same product .
E 'in this context here is that you can confuse many people confuse SPEED' with EASE '. In fact it is easy to sell through loyalty because they offer products or services to people who have already purchased from you and your company and then you already enjoy a greater degree of confidence.
Too bad that to get this, just need to buy the customer's trust, which is But over time, not immediately, because their loyalty increases proportionally with the number of products sold to the same person. That customer buys more and more means that we enjoy an ever-increasing confidence.
This function is used to increase the company turnover, however, is not never used alone, but combined with the sales function: this function because of retention in the ease of selling to customers on the other hand is offset by the length of time to reach . In summary, the first function is fast, but more difficult and the second is easier, but longer. Here
by simultaneous use of two has created the idea general misconception that telemarketing is an investment with low return. As for effectiveness and improvement in the business should be noted that the first function does not override the other and vice versa. Both are excellent and are balanced in terms of results and that's why they are used simultaneously!
3) The statistics function is compared to the first two much simpler to implement. Use this function when a company wants to do telemarketing or market statistics just to see if, for example, in a particular province at how many people have already been sold a product similar to what the company I work for offers, or conduct surveys to understand the basic a certain number of employees, which would buy our product.
These are very useful to an aspiring entrepreneur, if he has a clear idea from the business point of view: it can do market research to understand what are the most requested products or services on which to bet! Among the most popular products is a leather sofa? Perfect! Open a production of leather seats will certainly be a good choice for key future because of the huge demand for this product!
4) The last of the telemarketing function, the function of management is, as the word itself of managing phone calls, but unlike the first three telephone calls regarding you do, it concerns the telephone calls you receive.
The classic example of this function, the units with you in charge of relations with the public: for example, those of law enforcement for example. Or to the centers of public assistance such as the hospital emergency room. Or to those companies that have exchanges, with unique sort of telephone calls to various offices. Not to mention the most famous example: the toll!
In fact, thanks to this strategy the companies they interface with all customers around the nation with a unique number to be contacted: This definitely benefits the management of all phone calls (because you do not receive calls from different numbers and then not have to open several PBXs) and the management is also much faster.
This feature is easier to use because it does not require many skills as opposed to the first two because you only need to handle phone calls you receive and must neither sell products nor do long market research, but is less used for telemarketing because few people have this need: public and corporations.
by Roberto D'AloisioAutore of "Secrets of Telemarketing "
