So how do I know if telemarketing is for me? And more importantly, how do I make a sale over the phone and get clients with it?
How to sell by phone
The first thing you need to know is that to make sales over the phone, you're going to need volume. Telemarketing works on numbers -- if you call 1,000 contacts, and only 2% of those contacts become customers, then you'll have 20 new customers.
From there you need to figure out what it costs you to call those 1,000 people. It could be time, resources, or money--and by calculating your cost of acquisition you'll know if cold calling is working for you.
Selling over the phone is relatively difficult, hard, and even frustrating at times-- but it works.
Does telemarketing really work?
Think of it this way: if big phone and energy companies are still getting business from calls and telemarketing, doesn't that mean it's an effective way to sell ?
These companies have very intelligent people who do the necessary calculations to determine whether it is worth selling by telephone. A large company does not spend hundreds of thousands of euros on teleoperators without knowing that it will be profitable.
So yes, telemarketing works. As long as you have prepared your sales script .
How telephone sales work
Virtually any business can do telemarketing, the difference is in scale. A large company hires a call center to make thousands of calls a day, while a neighborhood business will make a few calls each week.
The secret is to sell over the phone to many contacts. Although the conversion rate of a call is low, with enough attempts you will get clients.
What is a telemarketing script
Before you start calling, you need a sales pitch . A telemarketing speech or script is like a play - it's a conversation in action, where you have to use a good argument to sell to your potential clients.
If you have ever been called to offer telephone services, you will see that most teleoperators follow a similar pattern.
That's because they've all been trained to follow the sales script, step by step--there are telephone marketing specialists who have been tasked with finding the ideal combination to consistently drive sales .
A telemarketing script is consistent
Without a script, a telemarketer list of spain consumer email would not be consistent and it would not be possible to check the effectiveness of his sales. He may get a client with a masterful conversation, but the results will be so uneven each month that you will not be able to draw clear conclusions.
That's why the important thing is not to sell immediately, but to be consistent.
The main reason to use sales pitches is to learn how to sell over the phone effectively, month after month. At first, you may not get very good results--but the trick is to gradually improve your pitch until you have a system that you can reproduce over and over again.
Doesn't that sound important? Look at it this way: a sales script with a 3% conversion rate brings in 50% more customers than one with a 2% conversion rate. But to find out if one script is better than another, all you can do is test it.
How to create a sales script
Putting together your first sales pitch is easy. Just start writing down how you think your conversation with a potential client would go. And from there, you have to progressively improve your script by making sales over the phone.
Typically, you can break down your sales script into several phases:
Phase 1: Opening
As with any phone call, the first step is to introduce yourself. Here, the important thing is to identify yourself. An example of this would be:
Hello, my name is _____ and I work for company _______. Are you Mr. _______?
We are dedicated to providing ________ services, and we think you might be interested. Would you have a moment for me to explain how we can help you?
In the opening phase, your goal should be to get to know the prospect. He doesn't know you at all, so you need to get to know him as soon as possible:
Identify yourself clearly and why you are calling
Respect their time
Avoid personal questions that may be intrusive.
Here you may find that most users hang up on you. That's normal. Selling products over the phone is difficult and there are many rejections, so don't be discouraged.
Phase 2: Generate curiosity
After introducing yourself, the first thing you should do on a telemarketing call is to qualify your prospect. You can do this by asking questions to find out what your interlocutor's problems are, and then giving him or her answers that interest him or her.
The goal here is to see if the prospect can be a good client for your company, and to what extent your service might be interesting to him or her.
