We are heading online more than ever to connect with customers and businesses. Everyone uses social media or looks on Google for companies. But connecting over the phone is a trusted and safe method, and still proves a successful way to do business in the telemarketing industry. A large number of meetings which lead to new customers are still arranged via phone calls.
However, while telemarketing is still an excellent way to get potential leads, it is difficult to have a strong campaign over the phone. After a lot of cold calls lead to dead ends if it’s not an effective call. Therefore, it’s important for your sales figures to ensure your telemarketing is top quality and highly effective. So with this in mind, here are 10 vital tips to be successful in telemarketing.
1- Be clear with who you want to target
It’s so important if you want to be successful in telemarketing to make sure that you know who you want to target. If you don’t have a clear target audience in mind, you will waste your time making calls that will not lead to potential meetings and ultimately successful sales. Therefore, you need to clearly define who exactly you want to target with the telemarketing campaign. Research is key to discovering the criteria you need from the person for them to be a successful call. From looking at specific preferences, ages, and genders, you are more likely to have a set target audience in mind.
When you know who you are targeting, you can alter how you conduct the call. With this essential research behind you, you will have a much greater understanding of who you want to target and it means fewer
unnecessary calls which end up with failure.
2- Set specific goals for your telemarketing calls
You want to ensure you have clear goals from the calls before you contact anyone on the phone. If you ring and don’t know what you want to achieve, it’s unlikely you will reach your goal. You will be left frustrated and disappointed by the call. Also, some telemarketing campaigns can have unrealistic expectations.
So before you make any calls, you need to make sure you think clearly about what you want to achieve from your calls. Once you are clear, you can ensure you discuss the campaign with the right person in the right way.
3-Ensure you ring at the right time
You might not realise that the time you call can impact whether you get a sale or not. After all, if you ring at a poor time, they might not answer the phone call or make excuses and leave the call quickly. The best time to ring is in the morning when they have been at work for at least an hour or so. They have then settled into their morning routine and are now ready for the day ahead.
Also, ringing halfway through the afternoon around 3 pm is another good time. If you ring at lunchtime or first thing, you are unlikely to get a good response. And later in the day, they are busy winding down so will not respond positively.
4- Ensure the tone is right for the conversation
You also need to make sure you have the right tone for the conversation. There is nothing worse than speaking to a potential customer with the wrong tone. You are aiming for a positive and friendly tone when you talk to customers. You want to draw them in and ensure that they want to work with you moving forward. If you speak with a monotone voice, they will not see the enthusiasm and potential they could have from working with you.
The tone of voice can impact the success of your call so make sure you sound confident and like you have done your research when making the call.
5- Do listen and let them respond
Another thing you need to do is ensure that you listen to the caller when they are speaking to you. It’s easy to just speak at them to try to pitch and get your point across. But the more you talk over them and do not listen to what they are saying, the less likely the phone call will continue. After all, listening to them will bring you new points to talk about that can lead to further discussion.
Also, giving them time to ask you questions in between your conversation will enable them to have a greater understanding of what you do which in turn can lead to a sale. So do let them speak during the call.
6- Do speak to them again in due course
While you might get a no the first time you speak to them, it might be a different story when you contact them again a couple of weeks later. While you don’t want to harass the clients with constant calls, giving them a follow-up call is important to ensure the prospective client does remember you and what your business does.
It might not have been the right time when you last spoke and they might have better finances when you speak to them again.
7- Avoid closed questions
Another reason successful calls do not happen is the wrong questions are asked. If you speak to the person and just ask yes or no questions, it doesn’t give them an excellent opportunity to answer. They will respond with yes or no and then will not speak further. With an open-ended question, they will be able to provide you with a lot more detail which can lead to a better discussion and a higher chance of leading to a sale.
They might give you vital information that could lead you to take a different angle on the call.
8- Make sure you leave a gap between calls
There’s nothing that will affect your call more than a non-successful call. You will come off the phone disheartened and it can affect your mood and tone. This will then affect your next call and can leave you with no further sales. After all, you will not be as positive or enthusiastic as the call prior.
Therefore, do leave a gap between calls to ensure you get your thoughts together and prepare for the next call. Consider what you could do differently to ensure you are ready for the next phone call which will then be more successful.
9- Do bring some fun and laughter to the call
While you need to be professional when it comes to telemarketing, you should also bring some humour to the call. At the end of the day, they will remember your call and the energy you brought to the call.
Therefore, don’t hesitate to joke with the customer if they do say something funny or if there is an opportunity to be lighthearted with the call. It will help you to build a connection which could lead to an opening to discuss a product.
10- Improve the call every time
After you have spoken to a customer, you should make a list of exactly what you said and how you could improve the call next time. It will show you places where you could have spoken about the product better or where you should have let the customer speak more during the call. At the end of the day, practice makes perfect.
Nobody has the perfect call straight away. If you look at ways you could improve, you will be able to change the call as necessary to ensure it’s a success next time.
What does every telemarketing campaign need to be successful?
While you can’t plan out every call you make, you can have a good script on hand to ensure the phone call runs smoothly. If you just make the call off the top of your head, it’s unlikely the call will be successful. You will find you forget the point you are trying to make and might not talk about the business as thoroughly as possible. Therefore, planning a script which includes different scenarios and key points to cover will help you with the call. If you get stuck, you can look at the script and ensure you know exactly what you need to say.
Research on the person
You need to have a good background on the person in front of you before making the call. From their position to how long they have worked at a company, you need to know this vital information. It gives you a good starting point when making the call and ensures they do give you a chance to pitch about the business. Therefore, as much research as you can do about the person and what you could do for them is so important.
A good offer
If you are lucky enough to get to talk to the customer about costs, you need to be ready with a good offer. You have given them the hook and to reel them in it has to be an offer they are willing to take. Therefore, work out if there is a discount you could offer them or a potential deal that will help them to go further with you. You don’t want to get to that final hurdle and then lose out with an overpriced cost.
Will telemarketing work in the future?
Use the current climate
As long as calls are adjusted to meet the current climate, there is a chance that telemarketing will work in the future. Whether it’s the ongoing cost of living crisis or even the after-effects of the pandemic, using current events can help to still make telemarketing relevant.
Contact on the social media
There has to be an adjustment to using social media sites such as Linkedin and Twitter to get some more interactions with prospective clients as well as calls for the future. Arranging calls through these can be a good starting point.
Make sure calls are top quality
There is still a lot of argument that calls are future-proof. Certain statistics have shown over half of cold marketing is still successful over the phone. It just needs to be the highest quality possible to be a successful phone call. Therefore, plan and use our tips for telemarketing to give the best call possible.
How should you start out telemarketing as a beginner?
You should follow others at the beginning to give you a good insight into how they operate as a telemarketer. Listen to how they deal with callers and what tools they use to continue the conversation and lead to sales. They will have their way of speaking to clients that work for them. Shadowing for a while will help you gain vital skills.
Work on your script
It’s a good idea to work from a script at the beginning. As discussed in our telemarketing tips for success, a script is key to a successful call. And until you get to grips with the calls, it can help you have the confidence to make the call. A good script is important and you can work with others to create this.
Practice makes perfect
While we can give you tips for telemarketing cold calling, the more practice you do the more perfect you will become. Therefore, it’s a good idea to do plenty of calls, in the beginning, to help you find what works for you and to build up your confidence when it comes to telemarketing.