subject: Telemarketing Lessons for Your Business [print this page] There is never an end to how much you can find out about the telemarketing industry if you put your mind to it. There are so many techniques and practices that can help you streamline the work that you are doing now. In a way the lessons to be learnt in the telemarketing services can help you do a better job at selling things without wasting resources in the process. Traditionally, we understand that the lead generation calls need to be addressed to the contact person that you have the number of. However, that is not always true. You will be surprised to know how many times the decision to buy or not rests with people related to the contact and not the contact himself.
Let me share an example here. Suppose your BPO unit is doing the lead generation for a firm selling TVs. Most homes are run by women and they are ones who will decide whether they need a new TV. If you are calling the man of the house and you do not get access to the person. The outbound call center agent will hang up the call instead of speaking to his wife who had received the call. What they miss out on is that there were better chances of the call making the sale if the agent had spoken to the wife because at the end of the day, she would be the one taking the call of purchasing that TV. Sensible telemarketing services would speak to the wife and seal the deal.
Almost in the same vein, sales lead generation agents will have a better chance of making the sale when they display all the cards at their disposal. Several BPO agents do not offer the customers all the products/services that the clients are selling. They take the decision on their own that the customers would not buy certain products/services because of issues with the price or some other technical problems. More often than not, this assumption fails the agents. This also blots out any opportunity to cross sell. BPO service agents can do the best job if they open up their bag and allow the customer to choose. This takes care of two important aspects of selling: it gives the customer more choices which they adore; it also makes them feel that your client is a bigger brand than they assumed them to be.
A keen telemarketing agent needs to learn his lessons on the job. There are more tricks and tips that you can teach yourself while making calls than you can learn in any BPO service institute. The best way to be perceptive of these lessons is to keep a finger on the pulse of the consumer. Sketch their buying patterns in your mind. Study their behavior when they are deciding whether they will buy or not. If the BPO agent can study these nuances of telemarketing services, they can make better telemarketers. While making sales calls, you cannot study the consumer's body language. These are ways in which you gain the psychological advantage.
Telemarketing Lessons for Your Business
By: jems hug
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