Four Stages Of Successful Telemarketing

In recent years, as a marketing method, telemarketing has developed rapidly into telecom, IT, consulting, banking, insurance, securities and other industries with its advantages of low cost, high efficiency and low threshold.

With the continuous development of telemarketing, the telemarketing system has been improving day by day, the telemarketing industry is becoming more mature, and the demand for telemarketing personnel is getting higher and higher. It not only requires telephone salesmen to have telephone sales skills, but also has the professional quality of telemarketing staff, and understands the telephone marketing mode.

Here we first analyze the sales process of telemarketing. This is also the most practical part of telemarketing. After that, we will analyze the qualities that the telemarketing personnel should possess, telephone coping skills, successful cases of telemarketing personnel, and the three-dimensional marketing mode of telemarketing.

The author divides the sales process of telemarketing into: establishing target customer stage, mining potential customer stage, locking the quasi customer stage and maintaining the paction customer stage.

The company hopes to benefit the telemarketing staff and the telemarketing enterprises, improve the sales skills and service capabilities of our telemarketing staff, and create more economic benefits for the enterprises, so that enterprises can take the lead in the market oriented road.

The target customers are the customers who have the demand for products and have the ability to purchase them.

For target customers, because of the first call, we have only one goal, so that customers can establish a basic good impression.

At present, telemarketing has become a basic marketing tool. More and more enterprises have used telemarketing, so we can say that they are tired of selling phone calls.

Therefore, we should appropriately control the time and content of the first call according to the response from customers.

Telemarketing is a long-term process rather than a call.

When you first talk to customers, you can introduce the company and products briefly and clearly.

After introducing the product, you can send the information to the customer. The information here can be product information, or other materials that customers can be interested in, but these materials must be related to the products we sell, and can show the strength and characteristics of the company.

The first time we talked to customers, we could hear your name and the company's name successfully. At this point, we waited patiently for the next time to talk to our customers.

Many telemarketing staff, especially those who have just entered the telemarketing department, always want to "eat a fat person" and think that customers can answer the phone this time. I have to seize this opportunity to introduce the product properly and strive for a success.

So began to talk incessant, passionate introduction, the phone side is said to splash around, and the telephone side almost snoring four, bad tempered customers may have hung up the phone.

Conclusion: telemarketing staff should select the target customers according to their product characteristics. The target customers should be customers who have the need to purchase, and at the same time have the ability to purchase.

Telemarketing is a process of protracted war. When establishing the target customer stage, the frequency of calls with customers should be increased. The time for each call should not be too long. Don't be anxious for success. Telemarketing is a natural process.

Two, mining potential customers stage, the potential customers are product needs, because they do not have a sense of identity, although there is product demand, but not necessarily to buy the company, also can refer to the company has a certain understanding, but there is no recent purchase plan customers.

At this stage, we should pay attention to mining the potential needs of customers, so that customers can speak out their needs.

After establishing the initial relationship with customers, the company has entered the stage of mining potential customers. At this point, we should take the initiative to tap the needs of customers and let customers speak out their needs.

The needs of customers are needed by telemarketing staff, which is also the mission of telemarketing staff.

Customers are like strangers who walk on the road. They do not tell us their needs.

At this stage, we are going to break the sense of distance from our customers.

Let them speak out their needs.

Mr. Gao Pucai, a marketing expert, said: the real marketing champion is not how good he talks, but how high he listens.

Telemarketing personnel should also change this concept. Many telemarketing staff always talk about themselves when talking to customers. In fact, telemarketing staff is useless. Telemarketing staff should let customers become the protagonists of the telephone, so that they can speak out their needs.

When a famous company opens a distributor's meeting, the dealer will come to the company. The boss of the enterprise will first talk about the demeanor of the enterprise and the leader position of the enterprise in the industry. The product director will talk about how excellent the product is. The manager of the customer service department will tell you how perfect the service system is, and the director of investment will tell us again what kind of development space you will have if we make our product.

Speaking all the way, the boss and employees of their own enterprises are talking about the blood boiling.

And the dealer?

Although there were many fruits on the table, there were still several service workers behind them, but they were just like a student who had been educated without a word.

The company is not respecting distributors, nor interacting with distributors.

So as a telemarketer, we should change our concept. Let's talk less and let our customers speak more and let them talk about their needs.

Maybe some telemarketing staff will say that customers don't speak much when they answer the phone and say a few words to hang up.

In fact, this is the reason for ourselves. We have not yet stimulated their desire to speak.

We are all exposed to the upper and middle class leaders of enterprises. They have many years of work experience and people always express their love.

For enterprises, there are certain problems. They will definitely mention these problems when expressing them, and our products are also solving this problem. When we bring customers to this way, our chances will emerge.

Conclusion: telemarketing staff should take the initiative to tap the potential needs of customers.

Stimulate customer's desire to express, let customers become the protagonist of the call, let them speak out.

Three, locking in the quasi customer stage. The prospective customers here refer to customers who have just shown the intention to purchase products but have not purchased them.

At this stage, we should follow up in time.

When customers can show us the intention to buy, we are half the success. What we have to do now is to take the initiative to follow up. We will never give up without signing the bill.

If there is skill in marketing, it is perseverance.

Don't be afraid of rejection. Rejection is the beginning of success. When we are rejected by our clients, we should shout "wonderful!"

The "jeans king" Levi's, like many young people, went to the west to rush for gold. A big river blocked the way. Many people were bypassing. Many people were shrinking and more complaints.

Levi's suddenly cried out: "wonderful, such a thing happened to me, and gave me a chance to grow up. Everything happens with its cause and effect, and it will help me."

As a result, he started the ferry business at the edge of the river, and no one imagined that his first fortune in his life was won by the big river.

After a long period of ferry service, ferry business began to slack.

Levi's decided to give up and go on to the west to rush to the gold, and came to the west, full of people. He bought a piece of land to start panning for gold, but soon a few evil men came to him and said to him, "let's leave this place and don't encroach on our interests."

Levi's had to leave, but in his mind, he thought, "wonderful, this kind of thing happened to me, and gave me a chance to grow up". So he caught the opportunity of many people in the West and many gold, but the water was scarce.

But at that time, in the west of "no law, only force", he was driven out again and robbed the business.

Levi's had to accept the reality again, once again he adjusted his mood, and his focus finally fell on the trousers of western people.

He found that because of the gold rush, the trousers of the Westerners were extremely easy to wear, and there were many abandoned tents in the West. Levi's began to collect these tents and wash them, and cut and sew the world's first pair of trousers made of tents, jeans, and embarked on his way to "jeans king".

Conclusion: when customers show their intention to purchase, if we follow up in time, persist and face them positively, we will finally succeed.

Telemarketing staff should not be afraid of tracking customers. Some telemarketing staff are annoyed by customers because they are afraid of frequent tracking. In fact, no customer will be bored by genuine service.

As long as no sign, there are variables.

Even if we fail this time, we will gain experience from it and lay a solid foundation for our next success.

Go ahead boldly. All experience is gained from action.

We refuse to be discouraged by our customers' refusal. We should take the initiative, because this is our chance.

Both the acceptance and rejection of customers prove that our customers have attached importance to us. As long as we serve them sincerely, we will touch them one day, and customers can never refuse to serve people wholehearted.

Four, maintain customer turnover stage. The customer here refers to the customer who has purchased the company's products.

At this stage, we should pay attention to maintaining customer relationship, and promptly notify the customers of the company's product innovation on this basis.

We should pay more attention to the maintenance of customers.

But we don't need to spend too much time thinking about cultivating them as we cultivate new customers, because they have already had demand, so more content should be maintained, such as regular telephone calls, sending a short message to greet each holiday.

Telemarketer, if you really don't sell skills, stick to it. You must be better than those who sell a lot of skills.

But what we should pay attention to here is that it should not be just a simple customer relationship maintenance. We should timely convey the company's product innovation and the major activities launched by the company to customers.

Let customers feel the vitality of the company and feel that the company they are choosing is not only a product specialty, but also a leader in the whole industry, so that customers can establish loyalty.

In fact, customers are unwilling to change their company, because people have a closed mind. When customers use a company's products has become a habit, they do not like to break this habit unless we have problems themselves.

Conclusion: customers are more concerned about telemarketing because they will sell directly.

Telemarketing staff should adhere to the maintenance of customer relationship, and timely convey the company's product innovation information and the major activities launched by the company to customers in a timely manner, so that customers can establish loyalty.

No matter what stage it is, the telemarketing staff should always pay attention to sincere service for customers and exchange our sincerity for the smiles of customers.

Telemarketer must regard sales as a part of life, not just work.

The role of force is mutual. With sincerity and customer communication, you get the sincerity of customers. Customers are likely to be touched by our sincerity, and this service may only be a few minutes, but may be exchanged for their lifelong loyalty.