Prepare sub-scripts to personalize the pitch according to contacts and industries.<\/li>\n<\/ul>\nThese 6 actions are, in our opinion, essential for setting up a successful telemarketing campaign.<\/p>\n
Create an action plan and ensure that their telemarketers are persistent<\/h2>\n One of the worst habits people have, in general, is creating action plans without sticking to them! Or even worse, not having a plan at all.<\/p>\n
“In telemarketing, perseverance is an essential quality because results don’t happen overnight. Sometimes, yes, we can achieve quick results when we encounter prospects who immediately like the product and a meeting is easily scheduled. However, in most cases, it’s the opposite, and we’re faced with objections and other requests from the prospect that the telemarketer doesn’t handle! This happens because the telemarketer lacks persistence and\/or enthusiasm. And as Harry F. Banks rightly said:”\u00a0“A salesperson without enthusiasm is just an employee.”<\/em>.<\/p>\nThe manager of the telemarketing company must work closely with their telemarketers to establish a clear action plan with the expected objectives.<\/p>\n
Calculate the number of calls to make per month, then the number of calls needed per week to reach the first objective, and the number of calls to make per day to advance the prospecting campaign.<\/p>\n
Once these objectives are set, it is crucial that the telemarketing company you work with has highly persistent telemarketers to implement the action plan effectively.<\/p>\n
Decision-maker or influencer<\/h2>\n Appointment setting should be targeted. Ensure that the argumentation is made either with the decision-maker or an influencer within the target company who can advocate for the product internally.<\/p>\n
To achieve this, you need a good database. Don\u2019t hesitate to invest in a quality database. It is crucial for the success of the campaign.<\/p>\n
If the decision-maker is not available on the phone, seek out influencers. These are the people who can influence the decision-maker and, if they like the product, can advocate for it.<\/p>\n
Constantly work on and refine the script<\/h2>\n Each script should include the following points:<\/p>\n
\nAn opening line to capture the prospect’s attention.<\/li>\n A self-introduction and introduction of your company.<\/li>\n A reason for the call.<\/li>\n Qualification questions to ensure the prospect is a good fit.<\/li>\n A follow-up process.<\/li>\n<\/ul>\nEspecially for innovative products, an effective script does not appear miraculously on the first day. It takes time, practice, and some rejections to understand what prospects need to hear and how to get a favorable response to what you\u2019re offering.<\/p>\n
Not being sensitive to rejections<\/p>\n
Remember: it\u2019s a numbers game.<\/p>\n
The telemarketers at the company you choose to work with should be seasoned and resilient enough not to be affected by rejections.<\/p>\n
The company teaches us that rejection is something we should fear. However, in the business world, rejections are extremely useful and beneficial. When a prospect does not follow up on your appointment proposal, they will usually give you the reason for their refusal. And if you listen carefully, they will tell you what they are looking for. They might even express their needs.<\/p>\n
Measure, measure, and measure the success rate.<\/p>\n
Telemarketing is only effective if you collect data on what works and what doesn’t.<\/p>\n
In business, it’s said that “It’s better to work smart than to work hard.” This is very true in telemarketing. Whenever a prospect agrees to a meeting, the telemarketer should ask themselves, “Why?”<\/p>\n
\nWhat is the difference between this call and the others where prospects refused appointments?<\/li>\n How can I replicate the successful pitch from this call?<\/li>\n How many leads have I identified with this script?<\/li>\n<\/ul>\nAll this information should be reported to the manager to refine the script.<\/p>\n
The more telemarketers test, measure, and refine their pitch and strategy, the more confident and effective they become.<\/p>\n
\n
You\u2019ve noticed that several aspects in this article revolve around telemarketers. In reality, they are the key component of the system. At Leads Provider, our telemarketers are our strength. They have an average of 6 years of experience in telemarketing, specialize in B2B, and are accustomed to discussing and convincing business leaders and other decision-makers.<\/p>\n
We invite you\u00a0some secrets for choosing a B2B telemarketing company<\/a>, and feel free to\u00a0 reach out to us if you have any questions.<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"Are you looking for a telemarketing company? Make sure they adhere to these 6 principles According to Bill Green, author of the book All In: If you’re like most business leaders and are looking for proactive methods to generate sales,\u00a0partnering with a telemarketing company\u00a0is the solution. When the telemarketing company you work with believes in […]<\/p>\n","protected":false},"author":6,"featured_media":908,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[18],"tags":[8],"class_list":["post-188","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actualites","tag-societe-de-teleprospection","entry"],"acf":[],"yoast_head":"\n
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