Several Key Steps To Do Well In Telemarketing

First, identify target customers.

The first step in sales is to identify your target customers. Where are the target customers? What customers are most likely to use your product? This information must be very clear. Otherwise, making more calls every day may be futile.

For example, there are all kinds of fish in the pond. What kind of fish do you want to get? You should first observe where most of the fish you want to concentrate on, and don't go fishing without aim.

Finding customers in the most concentrated place of target customers can achieve better results, so be sure to locate your target customers accurately. When you call a strange call, the first step is to find the right person. If even those who have the right to make decisions can't find them, sales techniques are no good. Therefore, the first step for telemarketing staff to make strange calls is to confirm that the person you are talking to is the key person you are looking for.

How to judge this person is the key person you are looking for? Key people generally have three characteristics, which can be expressed in English MAN: M means money, key people must have a budget to buy your products; A means that the right person must have the right to purchase decisions or have a heavy impact on decision-making; N means demand.

　 Two. Effective sales preparation

Telemarketing is a very short selling process. You have to be prepared to seize the golden opportunity. And the preparation before telephone sales is like the foundation of the building. If the foundation is not solid enough, the building will collapse soon. The result of communication with customers on the telephone is closely related to the preparation work before telephone sales. Even if you have strong communication skills, if you are not prepared well, you will not achieve the desired results. Preparatory work before telephone sales includes several aspects:

Specify the purpose of calling the customer. Do you want to sell your product successfully or do you want to establish a long-term cooperative relationship with your customers? Make sure it is clear.

Make clear the purpose of calling. What is the goal? The goal is the effect after the end of the call. The purpose is related to the goal. We must clearly understand the purpose and goal of calling, which are two important aspects.

Define the questions that must be asked in order to achieve goals. In order to achieve the goal, what information and questions should be asked, which must be clear before calling. When you connect the phone, you will get more information and understand the needs of your customers. If you do not ask questions, you will not be able to get customers' information and needs. Therefore, the skill of asking questions in telemarketing is very important. We should write questions on the paper before asking for questions.

Imagine problems that customers may mention and prepare for them. When you call the customer, the customer will ask you some questions. If you are not very clear about the customer's problem, you need to spend time looking for some information. Customers may be afraid to delay their time and hang up the phone, which is not conducive to the establishment of trust relationship. So it is clear what questions the customer may ask and should know in advance how to answer them.

Preparation of required information. As mentioned above, you can not have too much time if you need to check information for certain customers' responses. Be careful not to let customers wait too long at the other end of the phone, so the information must be kept at hand so that it can be found immediately when needed.

Make a job help list for questions that customers may ask frequently. When customers ask questions, you can check them at any time. Another necessary information is the telephone list of the relevant personnel, especially the phone number of the colleague is very important. If you are not very clear about the questions you ask, you can ask technical staff from your colleagues to help answer the questions.

　　 Three, attracting attention Opening remarks

For telemarketing staff, can the opening of your telemarketing attract customers' interest and determine the smoothness of telephone communication? Therefore, designing a communication plan that customers are willing to listen to is the key to successful telephone sales.

Many telemarketing people like to use this opening statement: Hello, I am XX of XX company, can I disturb you for two minutes? This sentence is not a problem from the caller's side. It's a polite and reasonable opening statement for telemarketing. But from the telephone side analysis, there is a big problem. Because this kind of opening is easy to make the phone call alert and even offensive. "Which company's salesman? Is it a cheater?" the customer will find it questionable. Why should I give you two minutes? What good things do strangers call me? Good openers are half the battle. Don't let customers be alert and confused, so half of the success is gone. Your first sentence determines the fate of the sale.

As a successful telemarketing salesperson, in the newspaper's own company and name, you can ask the customer again: "now the receiver is inconvenient." in fact, many times customers receive the telemarketing calls at an inconvenient time, but few people really respond to this. Instead, they ask you why you call, which means you can continue to speak. You can also take a more honest and humorous way, for example, "this is a telemarketing phone. I don't think you will hang up." according to people's experience, only 1 of the 10 people hang up.

Therefore, in the first 10 seconds of telemarketing, we should seize the attention of customers and arouse their interest. Within 30 seconds the fate is decided: end or continue.

　 Four. Get customers trust

The most troublesome problem for telemarketing staff is the initial stage of contacting new customers. This stage is not to rely solely on product knowledge and authoritative image to get close to customers. Many sales experts have come to the most important conclusion: if sales can not be trusted, sales can not go on.

For example:

Telemarketing clerk: "Hello, Miss Li, I am a senior consultant for Ping An insurance. I have a prize for you. I don't know if you have time on the weekend. Shall I send it to you?"

Miss Li: "who are you? My prize? How do you know my phone?"

Telemarketing clerk: "your phone is in our company's internal database. But there are a lot of people who have contact with you like you are so famous experts. This prize is very rare. It takes only 15 minutes for you. Do you think so? "

Miss Li: "what prize is it? Who gave you a call? Sorry, I am very busy. I have no time."

When it comes to first contact with customers, it is the key to win customers' trust, rather than to bring benefits to customers. Who will believe that the sky can drop the pie itself? So, when the first time they contact the customer, the salesperson is best to borrow the third or old users to guide them, so that they can easily get the trust of their customers and make the conversation easy to carry on. In this telephone conversation, when Miss Li asks how the other party gets her phone call, the salesperson can lead Miss Li's trust or sense of trust if he can draw out the familiar or respected person, so that the conversation can enter a harmonious atmosphere.

　　 Five. Cut in quickly. Topic

When customers are willing to listen, telemarketing staff should quickly enter the conversation. Do not think that you will offend the customer when you enter the topic quickly. The most important concern of the businessman is the real interest. You must take advantage of the product as soon as possible to bring benefits to them.

For example:

Telemarketing staff: "do you feel that because of the fierce competition in the industry, the profit margins of enterprises are too low?"

Customer: "yes, unfair competition among industries makes the profits of enterprises become thinner and cheaper."

Telemarketing staff: "I heard that your company is still using XX equipment?"

Customer: "yes."

Telemarketing staff: "according to our company's latest statistics, those who have purchased our equipment have increased their profits by 15% over the same period without increasing the cost of manpower and materials. I hope our products will also bring more profits to your company. "

Customer: "what products?"

Telemarketing staff: "XX products..."

The telephone communication time itself is relatively short, and the theme of the rapid communication is the most concerned problem of the two sides. Therefore, telemarketing staff need not be afraid or taboo to enter the topic of communication quickly.

Six, emphasize self value.

Telemarketing staff describe the product, which should mainly explain what practical problems the product can help customers solve, and what value and interests can be created for customers, so that customers will accept your things easily.

For example, you can say: "many customers tell us that our products help them reduce the chances of computer intrusion, ensure the safety of the system, reduce the need for extra capacity due to excessive spam, and save them from buying new security software. These should be very important for enterprises like you. "

Regardless of telephone sales or sales, their value is a part that must be emphasized in the sales process, because this is the key factor to decide whether the customer will produce the result of the transaction.