Are you looking to increase sales or improve customer retention? If so, then you should consider using telemarketing services. Telesales is a great way to reach out to potential customers and close deals. Telesales is a term used to describe a range of techniques designed to persuade someone to purchase something from you. The goal is usually to get them to place an order over the phone.
Telemarketing has become a powerful tool for businesses everywhere due to its ability to generate leads and convert them into clients at a low cost. In other words, by investing in telemarketing campaigns, you can effectively target consumers who have expressed interest in your brand. This article explains some basic concepts behind the art of selling via telephone.
What is telesales?
Telesales or telemarketing is the practice of making sales calls on behalf of an organization to sell goods and/or services using telephone communication. The salesperson typically uses a script to guide them through the entire call.
There are two types of telesales:
- Cold calling: The salesperson makes outbound calls to potential customers who may be interested in purchasing the product or service they offer.
- Telemarketing: The salesperson places outbound calls from a central location, such as a call center.
What is customer acquisition?
Customer acquisition means finding new customers for your business. This includes identifying potential leads, qualifying them into prospects, and then closing sales. The best way to acquire customers is through lead generation and telemarketing.
A basic customer acquisition strategy looks like this:
- Attracts leads
- Nurture them until they become sale-ready
- Convert them into customers
The customer acquisition funnel
In the business world, we usually visualize the customer journey with the sales funnel model, where prospects go through multiple steps before becoming customers. This funnel represents the entire cycle of a consumer’s decision-making process, starting with gaining awareness about your brand, adding your product or service to his or her consideration pool, deciding to become a paying customer, and finally converting into a buyer.
The steps involved in the customer acquisition funnel are as follows:
- Attract interest
- Convert interest
- Engage with customers
- Sell to consumers
- Connect with consumers
- Increase selling
How does telesales work?
Telesales consists of calling potential customers who may be interested in buying a company’s product or service. When you call them, you must use the right tone of voice, and ask questions to determine whether they’re interested in what you offer. Then, you need to follow up with a sales proposal. This process requires patience, persistence and professionalism. If you do this correctly, you’ll eventually close the sale.
Telesales representatives are often thought of as salespeople but that isn’t quite accurate. A true telesales representative works within a sales team. This person contacts potential clients directly by telephone to set up appointments or qualify leads. They focus on building long-term client relationships by identifying what products or services the client needs and wants.
A good telesales representative understands how to build rapport with people and establish trust. They don’t use high-pressure tactics such as emailing people without permission. Instead, they identify the client’s problems and needs and develop solutions to meet those needs. They’re also responsible for maintaining positive working relationships with colleagues both inside and outside of the organization. There are different types of telesales models that can benefit your business in different ways.
7 tips to boost customer acquisition through telesales
Marketing teams need to get their telesales technique right if they want to boost customer acquisition. In addition to creating an excellent customer experience, you also need to develop a digital marketing strategy that takes into consideration innovative trends, your target market, and what your customers respond well to. Below are some customer acquisition techniques and telesales strategies used by experts to improve sales.
Stay informed
Salespeople are always on the go, whether they’re traveling or just sitting behind a desk. While there’s nothing wrong with being busy, you need to make sure you’re staying up to date with what’s happening around you and one of the best ways to do that is to follow industry news. Here are three tips to help you stay ahead of the game:
- Be active online
- Read trade publications
- Listen to podcasts
Define your target market
One of the first steps toward customer acquisition begins with gaining insight into your existing customer base. This includes studying competitors and conducting market research. Learning about your market and who your prospective customers are can help you identify ideal customers and set realistic marketing goals.
Be clear about your goals
Setting clear goals helps you focus your sales effort. When you know what you want to achieve, it makes sense to consider how much money you’ll spend and how long it takes to acquire a new customer. For example, if you’re selling software subscriptions, you might aim to generate $1 million in MRR within six months. If you sell mobile apps, you might target $5 million in MRR within 12 months.
Your goal must reflect both short-term and long-term plans. If you’re trying to increase your market share, you should make sure you’ve got enough resources to support that objective. In addition, you might want to measure your success based on whether you hit certain milestones along the way.
Be personal
The one thing that makes the telemarketing job much harder is the lack of human interaction and the difficulty to uphold customer relationships. When you’re talking to someone over email, text, phone, or video chat, you don’t know what they’re thinking or how they might respond to certain questions.
Thankfully, you can overcome those obstacles and build rapport with prospects through meaningful customer interactions. By simply adding a personal touch to your sales conversations, you can make sure that you’re addressing each customer’s specific needs and concerns.
Hire expert telesales agents to improve customer acquisition
Accept feedback
Telemarketing teams often find themselves frustrated because they know that their prospects aren’t responding well to their messages. Some people think that once you’ve sent out a mass email or cold call, there’s nothing else left to do but that couldn’t be further from the truth.
When you’re sending emails, make sure to ask questions like “Is my subject line too long?” or “Does my body copy read well?” These simple questions can help you improve your outreach. In addition, you should always keep track of how many times each prospect opens your email versus clicking away without opening it. If you notice that your open rates are low, try changing your subject lines or adding a personal touch. Customer feedback is indispensable and will help you better understand what prospects are looking for in marketing campaigns.
Track your performance
Analytics can tell you a lot about your site traffic, conversion rates, and revenue. They provide insight into everything from how many visitors you receive each month to how effective your social media posts are. Without data, you’ll never truly understand whether you’re making progress or falling short.
You can use analytics to determine:
- Where your audience is coming from
- How often they interact with your site
- What types of devices they use
- Which sections of your site are most popular
- Whether or not those interactions are converting
Build partnerships
In today’s global economy, it’s important for companies to understand how to leverage partnerships to grow their brand. When you partner with another organization, you gain access to new customers, partners, and employees. You also open up opportunities to expand your reach into new markets. Partnering with other organizations can give you greater visibility, credibility, and access to new clients and potential hires.
The key to building successful relationships is understanding what motivates each party and aligning your goals. For example, if your goal is to sell more products, you might offer discounts for referrals. If you want to develop a relationship with a vendor, you could provide a discount for a product purchase. If you want to attract new talent, you could offer a referral program bonus. This can all be done effectively through telemarketing, as you set aside time to contact possible partnerships in addition to possible customers.
Telesales customer acquisition services
If you want your business to reach its full potential, you need to have a solid marketing strategy. That is where TelUp comes in. We specialize in BPO Service & appointment setting for companies of all sizes in tasks such as prospecting, appointment setting, sales, customer retention, and front office outsourcing tasks.
We understand how important and valuable telemarketing which is why we provide you with a team of well trained telesales agents who are dedicated to providing excellent customer service to both current and potential customers.
Here are the services we offer:
