Most companies are more aware of telemarketing, a form of direct marketing. Companies utilize the service to improve customer experience and increase sales. However, there is another vital activity – telesales.
Telesales is a component of telemarketing. Most of the time, it acts separately from the telemarketing group. It is about communicating with customers or prospects by phone but on a different level from the usual outbound marketing call.
Telesales also has several things to accomplish, such as selling products, qualifying leads or prospects, and informing customers and prospects about products and services. Telesales requires planning and choosing the right strategies to make your marketing campaign a success.
Understanding Telesales
While the terms telemarketing and telesales are interchangeable, telesales has a deeper function. Telesales carries out outbound and inbound calling efforts.
The telesales team relies on timely information and relevant data about the market, products, customers, and prospects. This is a strategy that can help companies improve their bottom line.
Importance of Telesales
In a B2B and B2C environment, the telephone is the fastest means of communication and the cheapest way to make an order or close a sale.
Thus, implementing telesales is profitable to a company and its clients. In addition, when you have an effective telesales team, they can engage prospects and convince them to become customers.
For your campaign to be effective, you need to do several things:
- First, have tangible, achievable goals. Ensure that you have short-term and long-term goals.
- Choose the right call center that fits your needs, with the most effective dialing software, a CRM system, and a good record in telesales. A good auto dialer software can make a big difference in the efficiency and productivity of the service provider. Click here to learn more about auto dialers.
Making Telesales Work
Any marketing campaign will work better with the right strategies. However, developing your approach would be easier if you planned it properly. Here are some tips.
1. Analyze Data Constantly
It is critical to have updated customer information. There should be new product information, new contacts, and new accounts.
The market keeps changing, and your company and sales teams should have the correct information to improve your profit. You can adjust your sales pitch according to the current trends.
2. Have a Phone Call Blueprint
A call blueprint is different from a sales script. The blueprint is a call structure with various checkpoints, including pre-call planning, apparent call objects, understanding the reason for selling, and knowing why the customer needs the product or service.
3. Use a Pull Communication Style
In a pull communication style, the agent asks the right questions to get the necessary answers. The agent leads the conversation and asks questions like best options for the customers, asking yes/no questions. With this communication style, the agent does not waste time gathering all sorts of information.
In telesales, it is essential for the agent to ascertain the customer’s demographic, personality, or mood. Thus, it is vital to give agents enough time to end the call and prepare for the next one. Telesales is an outbound marketing strategy that can be very effective if used correctly.