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How To Succeed At Telemarketing

Aug 17, 2007
Success in telemarketing is a tricky business. You must appeal to potential customers, who probably have not heard of your before. You must begin with a large base of potential customers and weed out all those not interested. This takes time and money. This business is unforgiving, but it can be lucrative for those with good people skills who work diligently. You must have a willingness to adapt to the market.

Target Potential Consumers
Find a large group of people, who might fit the demographic for your product. If you have information on the customer utilize it. Appeal to their interests from the beginning. Do not exploit. Instead analyze the public and find people who might just be looking for you.

Guide Associates
Work with your associates on a daily basis to teach them things. Find out what's working and use it. Trial and error is the only way to improve your ability to market products. Listen to the customer on the phone and key into their needs. Realize that each customer is an individual and has individual needs. Avoid being pushy or using fear or intimidation. However strong language is a must.

Strong Language
Tell them the benefits of your product and how it can be an asset to their personal lives or business. Be professional. Starting out with speaking of low prices is a fast way to rejection. Appeal to the need before the pocket book. Let them know that they can think about it. They don't have to make a decision on the spot. This is where your number or website can come in handy.

Expect rejection and hope for the best. If someone says they will think about it get their name and number and follow up on potentially interested customers later. Try to sound as friendly, caring, and interested as possible. Do not harass. Ask them if they have any questions. Many times people will suspect your credibility. This often a good time to have a website to refer to. If they are really concerned they can call the Better Business Bureau.

Importance Of A Website
The importance of this cannot be understated. Refer them to individuals you have done business with through the website. Build a long list of good references. Pictures of the products, the associates, and maybe even your place of business all have a place on the website along with your address and phone number.

Establish a location where they can come down and see you. This should preferably be nearby them or you can set up a spot nearby them. You may want to have information packets in addition to a website. Different people have different learning styles.

Incentives For Employees
Your associates should always be encouraged to make as many sales as possible. Coffee on the job can be a good way to keep them motivated and on task. If an associate is frustrated or having a hard time take a moment to let them know you value their work. Give incentives to the top performers. Pair up the top performers with new employees to show the new employees good strategy.
About the Author
David Gass is President of Business Credit Services, Inc. His company publishes a free weekly e-newsletter on Small Business Consulting at their web site http://www.smallbusinessconsulting.com
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