Digital Consultancy & Business (EN)

How do you have to prepare for a Telemarketing Campaign?

By Benjamin
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Benefits of Telemarketing Campaign

Telemarketing as the direct marketing of goods or services to potential customers over the phone or the internet is an effective way for companies to increase sales and their visibility. It’s a very good option to find new customers and sustain good relationships with your old customers as well.

You can provide them with more information and increase their interest in your company, you can generate leads and set up appointments, sell from distance, reach more customers, and generally achieve better results.

It Starts with Target Audience

First of all, you have to know whom you’ll be reaching and what they’re interested in. So you have to choose and study your target audience. You need to have a database of target prospects with accurate data. After that, you can start researching their general requirements, and their previous interests and determine how you can approach them and help them.

Create a Strategy and Set Your Objectives

You need a clearly defined strategy that will help you to get hold of quality leads and also will help you to close the deals. You need to know more about your target audience because, in the telemarketing world, nobody cares about what you know before they won’t understand that you care.

“Pitch” that is frequently used in such cases isn’t only about product description, you need to implement more empathetic aspects in your conversation when you are dealing with your customers and show them that you are really interested in solving their issues and helping them with different options. You need to know how to introduce yourself and think about the basic structure of conversation that could work with your customer.

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Identify the Right Message

Working on strategy and setting up your objectives will help you to clearly define your message. It’s something that will be used in every part of your pitch, your emails, etc. It’s something that has to reach your audience and leave an impression. Identify their needs and let them know how you can fulfill them, otherwise, you won’t be able to make them interested in you.

For example, people seldom like how washing machine looks, but it has benefit, it can wash your clothes, that’s the only reason why you’re buying it. Your customers have to understand that the benefit of your product can fulfill their needs and they will forget everything else.

Systems are Crucial

Besides the aspects that your team has to consider about communication with customers, you need to work on systems as well. A good CRM system will be crucial for you in order to improve your marketing and customer relationships.

Since this is a very important factor for telemarketing and generally for lots of companies when they deal with numerous clients, you can read one of our articles about “How to Create a Good CRM Strategy for Your Company” in order to have a better understanding of this topic.

Provide Other Stimuli

It’s not strictly necessary to only call your clients and wait for their response. Most of them might be very busy and not have enough time for you no matter how great news you have for them. But not getting an answer isn’t the end. You can use other communication channels as well to get their response and check if they are truly interested in you.

You can use email marketing to reach the target audience and tell them everything. Also, besides that, you can send them follow-up emails as well and maintain contact with them. Just because they couldn’t answer you once or didn’t like the first offer, doesn’t mean that it will happen again.

Measure and Report

First of all, your team needs proper CRM to reach the customers better and keep important information there. Also, it’s important to measure the success and results of your teams, for that you can start daily reporting, benchmarking, monitoring the right KPIs, etc.

You should measure the number of calls, and how many of them were successful or could give you good results in the future. By comparing results on daily bases you’ll see your progress and also what could be changed.

Be flexible and pay attention to details while measuring and evaluating everything. Train your team on regular bases to improve their skills and help them progress. Sales progress and change all the time, so it’s important to keep up with those changes.

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Benjamin is an experienced strategy consultant with 360° skills and a strong mastery of the digital markets across various industries. He advises our clients on strategic and operational matters and elaborates powerful tailor made solutions allowing organizations and entrepreneur to achieve their goals. Building the digital leaders of tomorrow is his day-to-day job.


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