Continuously attracting new customers is the key to successful business development, so how can you get the most out of your phone? There is such a thing as telemarketing - direct marketing carried out over the phone. Its goals may be: searching for new consumers of the company's services, updating information or obtaining new information, conducting surveys, questionnaires. Outgoing telephone calls to the base of potential customers are carried out by trained cameramen trained in the basic principles of telemarketing.
Instructions
Step 1
Use the Left model of attraction. The "battle talkers" of the telemarketing group are running dynamic databases. Provide the operator with a plan for calls per hour; check the quality of the initial calls made; capture the stages of the sales funnel. Pay special attention to collecting information on possible objections. A professional camera operator practically never fails with a break in a conversation. Television operators update contacts, as well as find out information on the client's format and needs. Thus, well-prepared contacts of really interested potential customers are transferred to the manager for further development. And the final "exhaust" in the form of orders depends primarily on the professionalism of the sales manager.
Step 2
Use the top acquisition model. In addition to the initial call and clarification of contacts, the TV operator conducts initial negotiations, initiates the sale, scrupulously revealing the further intentions of the potential customer. In fact, the operator is already collecting the parameters of the first trial order of the upcoming customer, and also collects information on the possible volume of future work with a new customer.
Step 3
Format the cold database ahead of time. For example, select contacts of companies not only of the required specialization, but also with a given parameter, for example, "the number of employees in the company." Large holding, network companies - can be immediately transferred to the corporate department (the so-called "long-term" sales).
Step 4
Pay great attention when working with managers, as they often "fall asleep", reaching the stage of working out the client's doubts.
Step 5
Master the techniques for identifying the "needs" of a potential customer. Often managers make a mistake - they immediately go to the stage of "presentation of a commercial proposal", wasting both their time and causing negative feedback with unprofessionalism.
Step 6
It is important that the sales department has a client CRM system. CRM - literally "Customer Relationship System", which records all incoming information about the consumer, and also reflects the "Future Action Plan". But you can record all the information in a regular Excel file so as not to waste time.
Step 7
At the moment of "cold" attraction, record all the "input" information about the potential client: format; specialization; development plans. In the future, this will save time for working with less promising consumers.
