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Five top tips to improve your telemarketing results

Tips to help telemarketing

Five top tips to improve your telemarketing results

Reaching people by phone is getting increasingly difficult. In fact, it’s taking around three times as many dial outs to reach key decision-makers in the UK as it did five years ago. Here we share some telemarketing tips, tactics and methods that you can use to improve your telemarketing results.

1. Research your target account

It is more important than ever to spend time looking at your target account. Most companies have a website, and on there you could find interesting information.

You can check out the latest annual report to find out what the company’s focus is for the current year. What is their strategy? Are they looking at launching into new markets or improving internal systems? What are THEIR top priorities?

Also look at the latest news to see what changes may have occurred, their latest business wins, or if they have taken on a new person who deals with the product or service you are selling.

Could you be achieving more sales with the right message – get in touch

2. Qualification, qualification, qualification

At this early stage when you haven’t even picked up the phone, you may be able to see things on the website that mean that they couldn’t buy what you are selling.

Reading their news section you may find that they have recently bought an identical solution from a competitor. Log the information and then move on. Alternatively, you could see something that means that they may be very keen to hear from you.

3. Don’t call the key decision-maker!

It may seem odd, but calling the main person at this stage could mean that you lose out.

Instead, find at least one person who is likely to be involved in using or influencing the decision to buy your product or service, and gather some more information about their possible issues, wants or needs. You can also confirm whom you should be talking to in order to get in front of the right people.

4. Right content, right context

Now you are in the position to get the right information out to the right person. Whatever you do, don’t simply send your company’s standard collateral with a message saying ‘I think we should talk’. Make your contact more personal by finding out how the person likes to receive information: is it email, post or presentation? Do they prefer to talk to potential suppliers first?

You also need to take time to make whatever you create more personal and meaningful, based on everything you have learned so far in the process. Don’t just blast your company standard collateral and hope that they will connect all the pieces themselves!

5. Right results

All of your hard work should have paid off, and I have had many people contact me to request a meeting based on information I have sent out. At least now you are in a position to have a sensible conversation with the key decision-maker. You can discuss real issues and explain how you can help.

Finally, if you are a telemarketing executive and you hand a telemarketing lead on to a colleague, always do a follow-up call after the meeting. This ensures that you maintain your relationship; they may be able to refer you to others if it is a large account. You can also find out what else your company needs to do to keep them happy and move the sale on.

As I’ve said, telemarketing is getting increasingly difficult, but delivering the right content in the right context can help you to get the right telemarketing results.

To find out more about how Incognate can help you contact us now.