Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Telemarketing Victory - Target Market Definition: Select Your Suspects



Free PDF Download
Telemarketing Victory - 10 Rules: Use The Phone, Let 'Em Moan, Retain Client Confidence - By Shaun Gisbourne

Name: Email:


In the interests of time, this first taste of my Telemarketing Victory (or TV) series devoted to getting Results by Phone is delivered to you in a SPOT: Short Punchy Original Text. It's important to know who you want to reach and why. Otherwise, what is the point of picking up the telephone? We're all very busy and want the greatest possible value from our time.

One of the best ways to help you assess your Target Market is to identify what you solve for other organisations. Get specific and very clear on the PICS: Problems, Issues, Concerns and Situations of the people and organisations you serve, not the features and benefits of your product or service. Write these down somewhere safe because you're going to be using these PICS very frequently in the future. More on that in later articles.

Example: If you're an expert in intelligent cost reduction and profitability, you help companies that worry about unprofitable clients, products and services threatening their future profits, investment opportunities, product development and jobs. You specialise in solving these problems.

You can call it Pain, Issues, Concerns, Situations or whatever else. The important thing is you get very clear pics of the PICS.

Next, look at the the clients you're currently servicing and ask yourself questions such as:

- What sectors of industry or business are they are in?

- What size of organisation (turnover / employees)?

- Where are they located? Does location matter (if your goal is to meet with them in the future)?

- Which people (job titles) in the company do you deal with most frequently?

- Which types of business are your direct competitors servicing?

- What have you read recently in the press about the problems (PICS) that companies are having that you are well placed to help solve?

- What are these companies most concerned about now that you could potentially help them with?

Talk to your existing clients and to people that have your best interests at heart such as mentors, supporters and investors or backers. This is so essential and valuable because:

- They will be happy to give their opinion

- They also have a vested interest in helping your business to succeed as you're already serving their needs and interests

- They know people and companies you don't know and could even be a source of referrals (before you get started on calling)

- They will appreciate the fact that you keep in touch with them and value what they have to say. You cannot put a price on the power of regular contact with your greatest advocates.

When you have a clear understanding of what your ideal target market looks like, then you can begin the process of selecting and acquiring contact data from a reputable source (FCC Do Not Call / TPS, CTPS checked of course), or if you have the available resource, compiling a valuable data set from information you already have at your disposal.

Thank you for reading. If you liked this, or have a specific part of the telemarketing mix you'd like me to write about, get in touch!

*These organisations allow householders in particular to be placed on a national list that prevents them from receiving telemarketing calls. For more information please search for them online.


Related Articles

  Perceiving Victory
  Market Focus – Who will buy ?
  Telemarketing Solutions of a call center
  Preselling Your Suspects
  Business Development by the Numbers
  Sales and Marketing - Yin and Yang, or Oil and Water?
  Work Hard and Make It Happen
  Prospecting for Customers and Opportunities
  Recruiting Strong Salespeople - The Sales Candidate Pipeline
  Creating and Using a Victory Journal
  Win More Business by Choosing the Right Sales Activities
  Increase Your Advocates
  Thing to know more about the telemarketing call center
  Small Business: Creating Life Long Customers
  The Journey to Success - Persistence
  The Customer Contact Database
  Increase Sales by Identifying Your Target Market and Stop Spraying and Praying Your Sales Activities
  FTC Lays Record Breaking Fine for Telemarketing Scheme
  Is is SPAM or Your Direct Marketing Approach?
  Use Examples to Encourage

Home > Marketing > Shaun Gisbourne > Telemarketing Victory Target Market Definition Select Your Suspects >

Free PDF Download
Telemarketing Victory - 10 Rules: Use The Phone, Let 'Em Moan, Retain Client Confidence - By Shaun Gisbourne

Name: Email:

About the Author: Shaun Gisbourne

RSS for Shaun's articles - Visit Shaun's website
Telemarketing Expert from the UK. Shaun has been using the phone for business successfully since 1994. Having previously worked on large scale telemarketing, telesales, cold calling, event marketing and research projects for technology companies such as Cisco, FreeMarkets/Ariba, 3Com, Altiris, Cognos, and more recently Inovis, Shaun's focus now is on helping smaller, start-up and specialist niche organisations to get the most value from telemarketing as a valuable part of their marketing mix. He can help whether telemarketing is carried out in-house or outsourced. His particular passion is in helping niche consultants and subject matter experts to develop and increase opportunities for public speaking.
Click here to visit Shaun's website.
Dashed Line

More from Shaun Gisbourne
Telemarketing Victory Target Market Definition Select Your Suspects
Telemarketing Victory 10 Rules Use The Phone Let Em Moan Retain Client Confidence

Related Forum Posts

Re: How should i promote a new website? Re: How should i promote a new website?
We need a call center or individual to perform B2B / B2C ope We need a call center or individual to perform B2B / B2C ope
Re: Ideas For Business Re: Ideas For Business
Re: Do Women Play the Stock Market? Re: Do Women Play the Stock Market?
Re: What customers actually wants? Re: What customers actually wants?

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Video



Worksheets
By: Evan Carmichael

8 Powerful Steps to Finding Your Passion

Do you have what it takes to be an entrepreneur?

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

What Is A Solo Entrepreneur?

Motivation Mistakes

The Value of Repetition

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.