It should be noted that telesales and telemarketing are two different marketing transactions done over the phone. The former is concerned on closing a sale and making deals while the latter focuses on securing information, qualifying prospects and creating opportunities for businesses needs. Telemarketing is commonly associated with cold calling, the practice of contacting new prospects without any prior knowledge or engagements with the intent to solicit.
There are many forms of outbound offers from various campaigns such as trade shows, press releases, newspaper advertising, lead generation, marketing research, sales prospecting and many more. Due to the various classification of business needs, the practice of cold calling was established as a lucrative approach when marketing a service or product towards a specific target.
Work in a Call Center
With the pandemic forcing more and more people to turn to the internet for work, securing a reputable organization to employ one's services has become a herculean feat. Working directly online without any prior experience is a recipe for disaster. Lacking the fundamental skills and knowledge is destined to result in bad performance reviews, sever business relations, affect potential revenue and worse tarnish your reputation.
Learning the basics requires going through boot camp, it demands complete adherence if one is to understand the tools and best practices of telemarketing. Working in the BPO sector requires all new employees to attend basic training and proper job orientation before immersion -clients and contact centers both understand what is at stake when ones' brand is on the line. Being prepared eliminates unethical practices, misinformation and under-performance, in turn it arms the caller with the confidence to deliver and secure their objectives.
Planning and Practicing
"Knowing is half the battle," has become a popular slogan for a reason. Understanding what's in store gives one the insight to gauge the challenges and difficulties ahead, while allowing ample time to craft a meticulous plan. "Who are we calling, what are our objectives, what happens during and after the call, how do we respond to push backs, etc", without answering these questions can only lead to failure and a complete waste of time and resources for everyone involved.
Planning requires the presence of clients, the campaign handler and the calling agent when conducting daily meetings for reorienting and establishing trust, listing of objectives to clarify expectations, devising scripts to secure the best possible pitch and addressing of concerns to dispel any aspects that could disrupt the call flow.
End of Part one.
In part two we take a stroll down "rejection lane" and take an in-depth look at the Do Not Call registry. Stay tuned for the next installment of Telemarketing for Beginners.