DOES YOUR POTENTIAL CLIENT HAVE A NEED FOR YOUR SERVICE OR PRODUCT?

When cold calling or telemarketing, it is very important to establish whether or not your potential client has a need for your service or product and you may wonder how to do this?

If you are promoting your business over the telephone you must grab attention very quickly but you also need to find out if your product or service is required and you do this by asking an open ended question early on in the conversation. 

An open ended question starts with: Who? What? When? How? Where?

For example, let’s imagine you are selling ‘white goods’ for care homes and you have a list of care homes (which has been run through the TPS prior to calling, otherwise you would be breaking the law) and you make your first call:

You get through to the decision maker and you explain the reason for calling and at this point you ascertain the following:

Do you currently have laundry equipment on site?

The answer will no doubt be yes – you then go straight in with an open ended question so that they talk to you rather than you talk to them…

How many commercial machines do you have or do you only have domestic machines? Or

What kind of machines are you using? Commercial or domestic?

They then have to respond to you and this open ended question will normally lead to a more detailed answer rather than a simple yes or no. You are forcing them to respond in a conversational manner.

This allows you to ascertain very quickly whether or not this contact has a need for your product. You can now go ahead selling the features and benefits and know that what you are telling the client may be of interest.

So many telemarketers make the big mistake of sell, sell, sell but they don’t listen and they don’t ask the right questions.

It is very important to create a professional image on the phone and waffling, or selling to someone who does not have a need for your product or service wastes both your time and theirs. It is this type of call that irritates and creates barriers against telemarketing.

At Talkmarketing we run telemarketing 1-2-1 or group training sessions so if you need any help please do not hesitate to get in touch: 01424 576658

Why Outsource Telemarketing?

We often get asked the question “why outsource telemarketing?”

We think the answer is a very basic one and something that affects every business - and that is COST.  Having your own, in-house telesales department is expensive. It requires recruiting staff, who then need to be housed and provided with equipment, trained and paid. And that’s just the start…

Let’s get down to the nitty gritty and look at costs/overheads for an in-house solution:

·         Recruitment cost –  advertising expense/time for interviewing/obtaining references

·         Equipment cost –  desk, chair, telephone, computer and peripherals

·         Management cost –  supervisory time

·         Training - - time, effort and money

·         Employers National Insurance Contributions.

·         Pension contributions

·         Sick cover

·         Holiday cover.

When you outsource your business-to-business telemarketing there’s ZERO capital investment.

Let’s look at costs/overheads outsourcing:

·         Recruitment is zero costs.

·         No Equipment costs are involved at all – You use our CRM System and equipment

·         We all know the headache that comes with managing people, recruitment, sickness and absence – outsourced solutions allow your business to develop business opportunities consistently without worry and reliance on individual team members.

·         You are able to budget and have a clear understanding of the costs involved.

·         You won’t need to spend time and money on in-house training, we work closely with you to understand your business and we are able to represent your business professionally – we are experts at telemarketing.

·         You can adjust and alter the hours to your budget and to suit your specific requirements

·         You will only pay for hours worked

Staying one step ahead of the competition and successfully marketing your goods or services is difficult at the best of times. If you are struggling with trying to balance your cash flow and looking for somewhere to cut costs but improve sales, outsourced telemarketing could be a powerful tool for you to use? You can ‘kill two birds’ so to speak because you can reduce staffing costs and gain fully trained professional telemarketers who are ‘ready to go’ and start selling your goods or services immediately. 

Think of outsourced telemarketers as a business assistant you can count on. You get experience, expertise and service for unparalleled results. To summarise, if you’ve been wondering how to get your business moving  perhaps you may want to consider outsourcing your telemarketing campaign?  At Talkmarketing Our Business Is To Grow your Business.

Why not call us today?  01424 576658