| Telemarketing is a part of many businesses. Most companies make outbound calls, receive inbound calls and hope to close the sale with these. Unfortunately, most callsthat result in left messages do not get returned. Koka Sexton, Director of Social Strategy at InsideView, is one of the most recognized social experts in the technology industry, said, “92% of executives you try to contact will not return your phone call. You should already know why, unless you have an amazing reason for them to listen to your message, they will delete it in the first 5 seconds. If you don’t give them a compelling reason to spend the time to call you back then you get forgotten about.” Make good uses of your telemarketing time and your phone call return rate should improve. |
- Use your contacts: You work hard to build your business connections. Whether you use telemarketing to reach your contacts’ firms or not, ask them to introduce you or provide a reference to the company you do make outbound calls to. Again, Sexton has some proof-positive information regarding this: “84% of the people you try to connect with leveraging an existing connection will respond.”
- Know who you make your outbound calls to: Whoever your call reaches is a person, not just another phone number. Check their names and look them up on Facebook, Linkedin, Twitter and Google +. You’ll find valuable information that will provide good insights on how to best to approach them.
- Give a head’s up: Send a simple introductory email to your prospects. Sexton uses this as an example: “I’d like to introduce myself. I’ve noticed your company has been actively growing the size of your widget factory and I’d like t know if I can help with anything.” Let your telemarketing prospect know you’ll be calling within a few days, and be sure to follow up.
- Talk up your prospect: After you’ve done your homework and you know a bit about your prospect, structure the first call around them. Focus the outbound call on them and their company, sliding a sales pitch in covertly. Focusing on your lead keeps them engaged and willing to listen to more. Use this time to share how your services/products have helped companies similar to theirs. Make your telemarketing call relevant to them.
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| Telemarketing is effective, but most times leaving a message does not result in an inbound call back. Use these tips to make the most out of your telemarketing and see your callback rates rise. |
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