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What is Telemarketing and How to Start Calling?

What is Telemarketing and How to Start Calling?

What is Telemarketing?

Telemarketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call. Telemarketing can also include recorded sales pitches programmed to be played over the phone via automatic dialing.

There are 2 types of telemarketing:

Outbound is proactively contacting both the prospective and existing customers

Inbound is the reception of incoming calls/orders.

Telemarketing is categorized according to target audience:

B2B or Business to Business which means that one business makes a commercial transaction with another.

B2C or Business to Consumer which targets individuals or residential customers. Consumer goods and/or services to customers through multiple channels of distribution to earn a profit.

Telemarketing provides the following services:

Lead Generation which is gathering of  information

Appointment Setting either by phone or office meeting between a client and an interested prospect

Data Profiling includes cleansing, verification, deduplication and management of contact details

Call-to-Invite is inviting and registering prospects to an event

Check out our latest Case Study! Multi-Channel Lead Generation Campaign Fused Powerhouse Sales Leads and Wider Market Share Results for Managed Telecommunications Provider

 

Setbacks

After over a couple of decades of success, Telemarketing started to face setbacks as regulatory bodies like the US Telephone Consumer Protection Act of 1991, ACMA (Australian Communications and Media Authority), and Singapore’s PDPC (Personal Data Protection Commission) imposed DNC (Do Not Call) and DNE (Do Not Email) policies. A list of contact details in a secure database where individuals and organisations can register, check or remove their telephone, mobile and fax numbers to opt out of receiving most unsolicited telemarketing calls and faxes.

Scams and frauds, robocalls, spamming emails, high pressure sales techniques (being too pushy), telephone slamming (swapping service without the customer’s knowledge) and off-timing calls (calling prospects early in the morning, late in the evening or even during weekends) were common complaints among prospects which caused implementation of the said restrictions.

Related: Lessons Learned from a Robot Telemarketer: Samantha West

Is Telemarketing still at its best?

Improved processes and technologies helped telemarketing surmount challenges and made it still one of the many preferred marketing strategies by businesses. The prospecting process has grown into a smarter scheme, designed to help you get at the foot door of your target prospects at the best time – when he is most ready and interested.

Technology advancements like platforms integration of marketing automation tool and the crm, auto dialers, and data washing tools effectively deliver multi-touch, multi-channel marketing programs that could power up efficient lead management, campaign  monitoring and lead nurturing.

While seasoned and skilled sales and marketing people continue to acquire new experiences and learn new knowledge to stay competitive in the field. Below are simple, condensed reminders they tell themselves before making telemarketing calls:       

 

  • Have the target list washed to get rid of dnc and dne listed contacts
  • Set up an automation scheme that will deliver the right message to the right prospect at the right time
  • Maximize all the marketing channels like voice, email, social, web and mobile to generate sales-ready leads to scale up sales numbers.
  • Each call offers an opportunity to succeed.

10 years ago, telemarketing was predicted to disappear from the business realm, but it oddly stayed. And with all the efforts on process and technology  improvement, it seems like more businesses will still be looking for telemarketing providers who would generate leads, set up appointments, profile data or invite prospects to events, on their behalf.

 

Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H

Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H

 

Read more! The ‘PERFECT’ Timing to Call a Prospect

 Get more QUALIFIED  and TARGETED sales leads in Malaysia! Dial +60 3.2772.7370.

Reference:

Wikipedia, www.donotcall.gov.au, www.pdpc.gov.sg

 

About Rona Gumban

Rona Gumban

 

Rona is the Production Leader for Callbox APAC clients. She has handled campaigns such as lead generation, appointment setting and call to invite for different industries. Having worked for Callbox for several years, she knows the how to make each campaign successful.

 

 

 

How To Train Telemarketers To Sell Your Products And Services

How To Train Telemarketers To Sell Your Products And Services

Hiring professional and experienced telemarketers who knows how to sell and qualify prospects is essential in every growing business. However, even the best salesperson needs to learn how to do things the way you want it done with your company. That’s where training comes in. Ongoing training sessions during team meeting or one on one coaching sessions will help them sell with ease and increase your sales.

Here are the 6 steps on how train you telemarketers to effectively sell your products and services.

Step #1: Provide Product Knowledge.

Knowledge is power. And product knowledge is essential in increasing sales.

Benefits of product knowledge:

  • Increase Confidence. Telemarketers who know every detail of their product shows credibility and confidence when presenting their products and services to prospects.
  • Strengthen Communication. Telemarketers can use different strategies on how to deliver and present their products and services.
  • Help in Overcoming Objections. Information about a product or service is useful in addressing any objections raised by prospects.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Step #2: Walk Them Through Script.

Every call is different and scripts are used as guide for telemarketers. In order to be effective in sales, they need to understand and know their script by heart. Scripts include:

  • Information about the company
  • Information about the product and service
  • Questions to ask to pre-qualify the prospects based on your target market.

Walking your telemarketers through a script will help them in their calls.

Related: 10 Habits of a Highly-Productive Salesperson

Step #3: Practice Role Play.

Set aside time for your telemarketers to practice their scripts out loud. As much as possible, give them time to be comfortable with their spiel. How? By creating different scenarios where prospects usually make objections and do a role play with them.


 Here’s the Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia


 Step #4: Teach Them the Art of Listening.

Listening is one way of building trust and rapport with your prospect. By listening you will be able to:

  • Gather information about your prospect
  • Offer the best solution for their issues and concerns
  • Show respect. If you listen, the person on the other line is more likely to listen to you.
  • Know what questions to ask next based on your prospect’s response.

Don’t just listen to what your prospect is saying. Instead, listen and understand what your prospect is actually saying.

Step #5: Prepare Them for Battle.

List down all objections during live calls and discuss all possible answers with your telemarketers.

Step #6: Encourage Them to Share Their Ideas.

Value your telemarketer’s ideas. Encourage them to share their opinions on how to convince prospects to help them overcome their issues about their calls. Use the best possible answer and allow your team to use them on their calls.

Related: How to Use Telemarketing to Generate More Revenue for Your Business

Bonus Tip:

Teach your telemarketers proper phone etiquette. First impression lasts. A phone call can either make or break your business relationship with your potential customers. Having a “WOW” conversation with your prospects will give them reasons to do business with your company.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

 

 

Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia

Related: Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia

Learn more about Telemarketing in Generating leads in Malaysia

Dial +60 3.2772.7370

 

 

What is Telemarketing and How to Start Calling?

What is Telemarketing and How to Start Calling?

What is Telemarketing?

Telemarketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call. Telemarketing can also include recorded sales pitches programmed to be played over the phone via automatic dialing.

There are 2 types of telemarketing:

Outbound is proactively contacting both the prospective and existing customers

Inbound is the reception of incoming calls/orders.

Telemarketing is categorized according to target audience:

B2B or Business to Business which means that one business makes a commercial transaction with another.

B2C or Business to Consumer which targets individuals or residential customers. Consumer goods and/or services to customers through multiple channels of distribution to earn a profit.

Telemarketing provides the following services:

Lead Generation which is gathering of  information

Appointment Setting either by phone or office meeting between a client and an interested prospect

Data Profiling includes cleansing, verification, deduplication and management of contact details

Call-to-Invite is inviting and registering prospects to an event

Check out our latest Case Study! Multi-Channel Lead Generation Campaign Fused Powerhouse Sales Leads and Wider Market Share Results for Managed Telecommunications Provider

 

Setbacks

After over a couple of decades of success, Telemarketing started to face setbacks as regulatory bodies like the US Telephone Consumer Protection Act of 1991, ACMA (Australian Communications and Media Authority), and Singapore’s PDPC (Personal Data Protection Commission) imposed DNC (Do Not Call) and DNE (Do Not Email) policies. A list of contact details in a secure database where individuals and organisations can register, check or remove their telephone, mobile and fax numbers to opt out of receiving most unsolicited telemarketing calls and faxes.

Scams and frauds, robocalls, spamming emails, high pressure sales techniques (being too pushy), telephone slamming (swapping service without the customer’s knowledge) and off-timing calls (calling prospects early in the morning, late in the evening or even during weekends) were common complaints among prospects which caused implementation of the said restrictions.

Related: Lessons Learned from a Robot Telemarketer: Samantha West

Is Telemarketing still at its best?

Improved processes and technologies helped telemarketing surmount challenges and made it still one of the many preferred marketing strategies by businesses. The prospecting process has grown into a smarter scheme, designed to help you get at the foot door of your target prospects at the best time – when he is most ready and interested.

Technology advancements like platforms integration of marketing automation tool and the crm, auto dialers, and data washing tools effectively deliver multi-touch, multi-channel marketing programs that could power up efficient lead management, campaign  monitoring and lead nurturing.

While seasoned and skilled sales and marketing people continue to acquire new experiences and learn new knowledge to stay competitive in the field. Below are simple, condensed reminders they tell themselves before making telemarketing calls:       

 

  • Have the target list washed to get rid of dnc and dne listed contacts
  • Set up an automation scheme that will deliver the right message to the right prospect at the right time
  • Maximize all the marketing channels like voice, email, social, web and mobile to generate sales-ready leads to scale up sales numbers.
  • Each call offers an opportunity to succeed.

10 years ago, telemarketing was predicted to disappear from the business realm, but it oddly stayed. And with all the efforts on process and technology  improvement, it seems like more businesses will still be looking for telemarketing providers who would generate leads, set up appointments, profile data or invite prospects to events, on their behalf.

 

Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H

Callbox Shares Lead Qualification Secrets Through Answering 4Ws and 1H

 

Read more! The ‘PERFECT’ Timing to Call a Prospect

 Get more QUALIFIED  and TARGETED sales leads in Malaysia! Dial +60 3.2772.7370.

Reference:

Wikipedia, www.donotcall.gov.au, www.pdpc.gov.sg

 

About Rona Gumban

Rona Gumban

 

Rona is the Production Leader for Callbox APAC clients. She has handled campaigns such as lead generation, appointment setting and call to invite for different industries. Having worked for Callbox for several years, she knows the how to make each campaign successful.

 

 

 

How To Train Telemarketers To Sell Your Products And Services

How To Train Telemarketers To Sell Your Products And Services

Hiring professional and experienced telemarketers who knows how to sell and qualify prospects is essential in every growing business. However, even the best salesperson needs to learn how to do things the way you want it done with your company. That’s where training comes in. Ongoing training sessions during team meeting or one on one coaching sessions will help them sell with ease and increase your sales.

Here are the 6 steps on how train you telemarketers to effectively sell your products and services.

Step #1: Provide Product Knowledge.

Knowledge is power. And product knowledge is essential in increasing sales.

Benefits of product knowledge:

  • Increase Confidence. Telemarketers who know every detail of their product shows credibility and confidence when presenting their products and services to prospects.
  • Strengthen Communication. Telemarketers can use different strategies on how to deliver and present their products and services.
  • Help in Overcoming Objections. Information about a product or service is useful in addressing any objections raised by prospects.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Step #2: Walk Them Through Script.

Every call is different and scripts are used as guide for telemarketers. In order to be effective in sales, they need to understand and know their script by heart. Scripts include:

  • Information about the company
  • Information about the product and service
  • Questions to ask to pre-qualify the prospects based on your target market.

Walking your telemarketers through a script will help them in their calls.

Related: 10 Habits of a Highly-Productive Salesperson

Step #3: Practice Role Play.

Set aside time for your telemarketers to practice their scripts out loud. As much as possible, give them time to be comfortable with their spiel. How? By creating different scenarios where prospects usually make objections and do a role play with them.


 Here’s the Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia


 Step #4: Teach Them the Art of Listening.

Listening is one way of building trust and rapport with your prospect. By listening you will be able to:

  • Gather information about your prospect
  • Offer the best solution for their issues and concerns
  • Show respect. If you listen, the person on the other line is more likely to listen to you.
  • Know what questions to ask next based on your prospect’s response.

Don’t just listen to what your prospect is saying. Instead, listen and understand what your prospect is actually saying.

Step #5: Prepare Them for Battle.

List down all objections during live calls and discuss all possible answers with your telemarketers.

Step #6: Encourage Them to Share Their Ideas.

Value your telemarketer’s ideas. Encourage them to share their opinions on how to convince prospects to help them overcome their issues about their calls. Use the best possible answer and allow your team to use them on their calls.

Related: How to Use Telemarketing to Generate More Revenue for Your Business

Bonus Tip:

Teach your telemarketers proper phone etiquette. First impression lasts. A phone call can either make or break your business relationship with your potential customers. Having a “WOW” conversation with your prospects will give them reasons to do business with your company.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

 

 

Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia

Related: Ultimate Cheat Sheet: Telemarketing Starter Kit for Businesses in Asia

Learn more about Telemarketing in Generating leads in Malaysia

Dial +60 3.2772.7370