Escuche esta historia
--:--
9:13
This is telemarketing and all it can offer
Telemarketing is a very interesting practice that can help your company or brand grow. There are many telemarketing examples that you can implement in your company to achieve those objectives that you set for yourself.
This has gained great importance, especially for those service or sales companies. Today, we are going to delve a little deeper into this topic, in this way you will be able to understand if it is what you need.
What is telemarketing?
Telemarketing can be understood as a process by which companies seek to sell their products or services. For this they use telephone contact with them. This has become one of the best ways to generate leads for the company.
In short, we can say that telemarketing is the practice in which a member of the company calls a customer to offer a product. Surely at some time your operator will have called you to offer you a better mobile plan. This is just what is known as telemarketing.
However, telemarketing has evolved a lot over time, which means that things have changed quite a bit in the sector. Previously, it was calling as many people as possible and hopefully someone would buy. Today this has changed and the way calls are made is getting smarter.
That is, when someone calls you, whether from your bank, your operator or any other company, they already have your data. Not only your name and phone number, but you have been analyzed and you are a potential buyer of that product or service.
How does telemarketing work?
You already know what telemarketing is, so the next step is to know exactly how it works. Well, the first thing you should keep in mind is that two parties are involved in this practice, the first is the operator or telemarketer, and the other party is the potential client.
The first is the person who is in charge of making the calls. This person receives a list with names and profiles of people with whom to communicate. Your duty is simply to call the person and try to convince them to purchase the product or service.
The customer is the person who must buy the product or service and its success will depend directly on whether he buys or not. Generally, the telemarketer already has all the data of the person, so the client has already been classified.
This is known as segmentation and allows people who work in the world of marketing to achieve better results.
Why is it so important to take it into account?
Not all companies have a telemarketing department, in fact, this mainly depends on the type of company it is. For those organizations that are related to services, for example, telephone companies, internet or similar, this department is vital.
This is an excellent way to keep in touch with your clients and to be able to offer them new or better services than those they already have. In this way it is possible to increase sales considerably.
In a few words, we can say that telemarketing can become a key factor for the success of a company. In addition, this is the way in which customers and the company can interact.
Advantages and disadvantages of telemarketing for your company
Telemarketing is a very interesting practice that has worked quite well for many companies. However, not everything is perfect, as it can have some disadvantages. Next, we will talk about the advantages and disadvantages that telemarketing has.
Advantage
Among the advantages that we can find from this practice we can mention the following:
It offers a quick response from the potential client, whether it is positive or negative. This makes it much easier to manage and define strategies.
It makes the client feel much closer to the company and this is because they have direct contact with people within the company.
It is an economic sales system, so it is not necessary to invest large amounts of resources in it.
It allows companies to have much more accurate profiles on customers.
During the sales process, the operator may have greater sales capabilities. This is thanks to the fact that you can offer another product or service that better suits your needs during the conversation.
Disadvantages
Among the main disadvantages of telemarketing we can mention the following:
Many customers don't even wait to hear the offer before hanging up the phone, which wastes time.
It needs to be executed perfectly in order to have good results with it.
It is necessary to train telemarketers in order to have results, since an unprepared agent or one who has inadequate reactions will leave a bad image of the brand.
It can turn out to be very intrusive for some customers, which means that it reduces the chances of making a sale.
Types of telemarketing
There are several types of telemarketing and each of them can help in one way or another to achieve the main objective of the brand. Next, we will talk a little more in depth about the different types of telemarketing that you can find in the market.
1. Active telemarketing
This type of telemarketing is when the operator is responsible for calling the customer. It is probably the most annoying of all, since the customer is not expecting the call and it can predispose the customer to make the purchase.
In turn, it can be divided into two types, cold telemarketing, which is when the client probably does not even know the company. Therefore, it does not wait for the call. In hot telemarketing it is possible for the client to know about the company and its services, which makes it much more effective.
2. Passive Telemarketing
Passive telemarketing is the opposite, that is, here the operator is not the one who calls the client, but rather the opposite. It is probably the most effective type of telemarketing, since the client is interested in the product or service. That is why it is much easier and simpler to sell, it is common in many types of companies.
On the other hand, telemarketing can also be classified according to the place where they are carried out. Among these we can mention the following:
internal telemarketing
This type of telemarketing is developed within the same company, that is, it has an office and staff dedicated to telemarketing. It is an inexpensive way to put it into practice, but it requires a great deal of supervision to see the expected results.
Not all companies have an office and resources available for this department, so many seek other alternatives.
outsourcing
This is just the opposite of the previous case, since the company does not have full control of the telemarketers. In that case, the company hires another specialized in this matter and is the one who must ensure that the strategy is carried out and carried out properly.
Generally , a specialized "call center" is usually hired and has nothing to do with the company in question.
home-office
With the arrival of the pandemic, remote work from home gained great traction. Many companies saw the potential of this and decided to hire people who were in charge of doing this work from home. It cannot be considered as an outsourcing, since the companies hire personnel by themselves.
This allows you to have a telemarketing department without the need to have a physical office. In addition, it is usually paid on commission, so it does not have a great impact on the company's payroll either.
Tips for successful telemarketing
You already know what telemarketing is, we talk about telemarketing examples, its importance and the types of telemarketing. That is why, the only thing missing for you to implement an excellent strategy is advice.
In the world of telemarketing there are a lot of tips that you can take into account in order to have good results. Next, we will talk about the main strategies that you can follow in order to obtain great results.
Connect with the customer
One of the main things you need to keep in mind is to create a connection with the customer. This means that you will have to start with a contact center from where the calls will be made. Space is not the most important thing, but it is important that it is well equipped.
You can also hire an outsourcer or freelancers who work from home. This decision will depend solely on you and what is best for your company.
Having your own contact center has a lot of benefits, but it does require a lot of money to get started. So, take your accounts and find the way that suits you best.
Perfect your speaking techniques
The person who is in charge of making the contact with the clients must have a good speaking technique. In other words, you need to be clear when speaking, which allows the client to better understand the information.
A lack of these speaking techniques is not going to guarantee a sale, in fact it is likely to end up lowering the odds considerably. That is why this topic is important and must always be taken into consideration.
Persuasion is the key
The main key to being able to sell a product or service to your customers is persuasion. The telemarketer must be persuasive with his words so that he can make the sale. This is not always easy, although there are many who are born with this "gift".
This is something that can be obtained with practice and perseverance, so even the least persuasive will be able to achieve it.
relationship marketing
Relationship marketing is another thing you should take into account in your telemarketing strategy. This is simply based on trying to create a bond or relationship between the brand and the customer.
In this way it is possible to achieve a better result, since customers will have a greater interest in hiring your product or service.
Train the agents
Another thing that you should not overlook is the training of customer service agents. There are companies that are responsible for providing training to telemarketing departments. It is a very good idea that you invest some money in the training of your employees.
In this way you will be able to obtain a higher return from the agents, which means a greater number of sales. More than an expense, this can be seen as an investment.
It is important to measure your results
One of the main keys when evaluating the results of a strategy of this type is in the measurement of results. It is important that the performance of all the actions that are carried out be properly monitored. In this way, you can identify the points that work or what needs to be improved.
This is not a fixed practice, that is, the results can be very variable from one day to the next. That is why it is important to measure the results on a constant basis.
