Telemarketing Services - Buyers Guide

Telemarketing Calls - A Correct Approach

Telemarketing centers perform an important function for many businesses. By relieving the business of their telemarketing calls, they allow the business to concentrate resources in additional areas. In order to prove a value to the businesses they support, outbound call centers need to handle their calling preparations thoroughly. This article addresses several areas that telemarketing companies need to pay close attention to, in order to enhance success in their telemarketing calls.

Telemarketing companies need to evaluate the telephone disposition of each of their telemarketing representatives. This should be done before the individual is hired, but also after, while they are actively working for the firm. The first element appraised should be whether the telemarketer has a positive approach. Being knowledgeable is certainly important as well, but if the telemarketing representative is unpleasant, it makes no difference how knowledgeable they are on the product or service they are selling.

Scripts are a necessary requirement for telemarketing calls. A script provides the talking points that a telemarketing representative uses when addressing the potential customer. However, a bad script or a poorly read script can invalidate the benefits of any product. The script should be informative and conversational. Rarely do we look forward to receiving a phone call when the person on the other end lectures us without any open exchange. In addition to informative and conversational, the script should also be memorized. That said, there is a difference between knowing the script and being comfortable with altering it during the conversation, and only have a capacity to rigidly recite the script word for word. A pleasant exchange on the phone can help ease a sale.

A third element that telemarketing companies need to focus preparations on is the utilization of open-ended questions in their calls. This approach leads to dialogue. Asking a potential customer "What benefits do you think service X could provide for your household?"

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