| Most people mistakenly believe that using | | | | company can win you up to 50% of your past |
| telemarketers is limited in use to cold calling sales | | | | customers back! |
| activities. But telemarketing can turn be used to | | | | SIX: Collections |
| turn many opportunities into business, there a | | | | Outstanding invoices and missed payments can |
| literally hundreds of ways to do this but these are | | | | really cripple a business and hinder a |
| our Top 10 ways to use telemarketing. | | | | company’s progress and development. If |
| ONE: Appointment Setting | | | | you’re struggling to recoup outstanding sums, |
| Appointment setting is, always has, and always will | | | | then telemarketing can be an effective method |
| be, a primary way that companies generate new | | | | of collecting what’s owed to your company. |
| business. Organisations usually place a great deal | | | | Working from a list of your debtors, a |
| of emphasis on appointment setting, and also a | | | | tele-collections team can identify individuals or |
| significant proportion of their budget. Why do | | | | companies that owe your organisation money and |
| they do this? Because there’s no more | | | | ensure that you have the correct contact details |
| effective way to close a sale than a chance to sit | | | | for them. If you then wish to take a payment, |
| down with a prospective client in a face-to-face | | | | these can be handled through an automated |
| meeting. Appointment setting is a cost effective | | | | system or passed through to your own payment |
| and intelligent use of telemarketers to generate | | | | teams. |
| new business for your organisation. | | | | SEVEN: Selling Advertising Space |
| TWO: Seminar Booking | | | | When you’ve got space to sell, you can’t |
| In recent years, telemarketing has proven itself | | | | rely on people just coming to you. You need a |
| to bring exceptional results for those individuals | | | | team of dedicated telemarketers that can directly |
| and organisations that deliver seminars. It | | | | sell your space to the people that need to |
| doesn’t matter how good your seminar is; if | | | | advertise. This isn’t simply cold calling; |
| delegates aren’t booking you’re losing out. | | | | it’s designing a campaign to target those |
| Using a telemarketing team to book your | | | | businesses and individuals that might benefit most |
| seminars means getting the good news out to | | | | from the opportunity to use your advertising |
| people that could greatly benefit from attending | | | | space. A team of experienced telemarketers |
| your seminars. | | | | can target likely clients and more effectively |
| Working from existing mailing lists or cold calling | | | | approach hundreds of potential clients, rapidly |
| people with industry links to the seminar subject | | | | improving your chances of new business |
| or topic is a great way to put a telemarketing | | | | generation. |
| team to work for your seminars. | | | | EIGHT: Database Cleansing |
| THREE: The Follow Up | | | | The information in your database is quickly out of |
| Using follow up calls is a powerful and effective | | | | date. By using telemarketers to work through |
| way to make the most of your direct mail or | | | | your data, you can correct, delete or amend the |
| email marketing. The recipient has already had | | | | details of your existing customers, leads or |
| the opportunity to consider your offer by mail | | | | prospects. By making sure that your data is up |
| and now telemarketing offers a renewed chance | | | | to date and accurate, you can increase the rate |
| to capitalise on that offer for both parties. | | | | at which your sales staff can make sales. Data |
| Follow Up calls can also be made after literature | | | | cleansing may also be a legal requirement in |
| or sales enquiries, chasing up interested parties | | | | various industry sectors, so it also keeps your |
| and converting prospects that may have | | | | nose clean with industry’s regulators. Make |
| otherwise dithered undecidedly about purchasing | | | | your existing data work for you by purging |
| your goods or services from a brochure. Follow | | | | useless existing data. |
| up interest by using a dedicated telemarketing | | | | NINE: Lead Generation |
| team to convert interest into action. | | | | Using telemarketers to generate leads means |
| FOUR: Market Research | | | | increased sales revenue and greatly reduces the |
| One of the truly time-tested uses of | | | | amount it costs to make a sale. When you use |
| telemarketing is market research, often used for | | | | telemarketers to generate your leads, you free |
| product review and customer feedback. | | | | up your sales teams to do what their good at |
| However, these days it can be used to cover a | | | | – which is making sales! |
| full range of quantitative and qualitative data | | | | TEN: Selling to Existing Customers |
| collection. | | | | Last, but certainly not least, telemarketing |
| Using the latest integrated technology, | | | | provides a successful route to improving sales by |
| telemarketing interviewers can handle everything | | | | selling directly to those that are already using your |
| from small executive level surveying to mass | | | | products or services. Existing customers are |
| nationwide customer feedback questioning. Doing | | | | much more easily converted because you |
| Market Research via the telephone is a highly cost | | | | don’t need to convince them of your |
| effective method of conducting large-scale | | | | expertise, reputation or benefits. |
| market research and can cover vast geographical | | | | With an existing customer, you can use |
| locations from a single base. Of course, given | | | | telemarketing to offer extended service, |
| the right permissions, data gleaned from your | | | | upgrades and further features on something |
| market research telemarketing can be used to | | | | they’ve already bought, or offer them a |
| target the prospects for your next telemarketing | | | | completely new product or service. If the |
| campaign. | | | | existing customer is happy with what they bought |
| FIVE: Customer Reactivation | | | | from you in the past, the worst that can happen |
| Your organisation should keep a record of all | | | | is that they will simply reject your new offer. |
| current customers and all those people that were | | | | But since they were willing to listen in the first |
| customers but are not actively buying from you. | | | | place, it wasn’t a hardship and you can still call |
| Telemarketing is an effective way to reconnect | | | | them again in the future with new offers. |
| with and reactivate your dormant customer | | | | Telemarketing offers organisations of all sizes the |
| database and using data that you already have in | | | | opportunity to expand and develop their customer |
| your systems. By using telemarketing, your | | | | base with reduce costs and impressive results. |