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Telemarketing or telephone marketing is a personal communication with your target audience through the telephone that offers multiple advantages to increase sales of your business. Also called telephone marketing, telemarketing is a component of the direct marketing strategy, along with the rest of the marketing mix actions.

Its development was favoured with the appearance of reverse charging lines, which make it easier for customers to make free calls to call centres. The number of businesses that prefer telemarketing to sell has skyrocketed since the creation of this practise.

Unlike direct communications through email messages or mobile phones, telephone marketing establishes a personal conversation between the potential client and your company. Taking advantage of the benefits it offers, this form of direct marketing is frequently used to support communication initiated with campaigns by ordinary mail or with the diffusion of advertisements in conventional means of mass communication.

Its use also supposes a support to the sales force facilitating the prospection functions or the treatment and monitoring of accounts of minor clients that are not usually done through face-to-face visits. Keep in mind that here at imaB2B we offer your company everything you need for a proper marketing strategy.

Using Telemarketing to Boost Sales

The use of a telephone marketing service can help you arrange interviews for your sales forces, sell your products or services, confirm attendance at events, update databases, commercial prospection, after sales monitoring, and so on.

From the familiarity of the target audience with your company, the brand or products that are promoted will depend, to a large extent, on the outcome of a telemarketing operation. The calls that your company addresses to your current customers are perceived by them, in most cases, as an additional service, while if they come from an unknown company, they are more likely to be interpreted as an intrusion.

Thanks to this trust and the direct and immediate dialogue established between the client and the company, it is possible to significantly increase the response rates and the return on investment, compared to other direct marketing tools. Although the exhaustive control of costs and the results of the telemarketing campaign allows to optimize and make changes on the fly in the campaign, it is advisable a previous selection of recipients to obtain greater effectiveness.

The segmentation in databases or CRM allows to select clients or potential clients through different criteria (age, family situation, socioeconomic level, place of residence, purchase history, interests or affinities, etc.) and classify them to find those that They are more likely to buy our product or service.

The best results will come from lists extracted from our own databases, whether clients or potential customers that have been contacted, although there are other possibilities to obtain them through database companies, telephone directories, professional guides, etc.

Advantages of Telephone Marketing

The main advantages of telephone marketing are:

  • The telephone communication allows to know immediately, in the same development of the conversation with the client, the obtained results.
  • It allows solving individually the questions and objections raised by the client.
  • Efficient complement or substitute of the sales visit. Telephone marketing is useful in cases in which the potential customer does not want to receive any salesperson, when the trip to the client is very expensive for the company or when you want to collect information about the prospects, before undertaking sales visits.
  • The company can react quickly when it finds that any of the elements of the offer does not produce the desired results and introduce the necessary adjustments almost immediately.
  • Opportunity for additional sales. In the course of the conversation with the client may arise the opportunity to offer other products, related to those that have acquired or that are considered appropriate to their characteristics.
  • Customer service. Allows the client to be informed about the availability of the items, advise them in the purchase decision or give a quick response to the observations or complaints that it raises. All this contributes to increase your satisfaction.
  • Obtaining information. Thanks to the dialogue that is established, a greater knowledge of the client is obtained, either because of the information it provides about itself, because of the language it uses, because of the intention it shows in the purchase, etc.

Top Mistakes to Avoid in Telemarketing

If you are hired in that field and have no experience, it will be better if you have a good performance to know what you should not do when calling a customer by phone, according to us, these are the 7 things you should never say during a marketing telephone call:

  1. Saying “We sell”

It is likely that you will not get good results if the first thing you do when calling someone is to tell them the benefits of the signature, product or service you offer or highlight that you want to sell something. This, instead of attracting your customer’s attention will cause the receiver to cut the call as quickly as possible.

  1. “Me, me, me”

Ideally, you start the conversation by introducing yourself briefly and immediately afterwards interested in the client’s needs in order to satisfy them. You will not be able to attract their attention if you do not listen to them and only focus on what you want.

  1. “We have sent you a letter”

It is advisable to have an open chat with the receiver so start the conversation by saying: “We have sent you a letter” will only motivate short answers. It is advisable to talk about what the letter says as if it had never been sent to you.

  1. Talk too much

The speaker should not speak more than 20 or 30 seconds, should ask open questions and give short explanations given that long stories tend to tire the interlocutor.

  1. Ask complicated questions

When a telemarketer makes a call, the other person is usually doing other activities. In order not to interrupt it outright and make it enter into conversation, it is advisable to ask simple and open questions and then make other more difficult ones.

  1. Skip objections

The sender caller must know in advance what inconveniences the person he / she will call, listen to them and propose a solution to their problems.

  1. Not being flexible with the script

Although having a script is good to be able to cope with demanding situations, it is not good that you are not able to escape to meet the needs of the person. Be flexible.

Contact us today for more information regarding telemarketing and other top marketing strategies.