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Developing Telemarketing Success – Telemarketing Strategies and Customer Relationships

Guest post by: Adam Fridman

Article Overview: In our previous article entitled “Developing Telemarketing Success – Script Based or Free Flowing?” we highlighted the advantages and disadvantages / challenges of each and mentioned that the primary consideration for the best approach to telemarketing approach lies in the product and / or service that is in line with the stages in the relationship the appointment setter has with the prospect. We hope that this article will enable you to be more effective in your telemarketing efforts and achieve telemarketing success.

Developing Telemarketing Success – Telemarketing Strategies and Customer Relationships

Not all prospects are entitled to the same level of relationship and service that the appointment setter will provide. Therefore, telemarketers must agree with their clients and decide on thetelemarketingstrategies and the relationship that is most appropriate for the product or service offering.

There are two aspects to consider in determining the type of relationship that can be built. Each of these aspects corresponds to the measure of commitment and the motivational incentive that exist in the relationship.

1. Prospects – would want to pursue long-term collaboration with products or services that is a key element in their ability to create value for their customers. When there is minimal differentiation in product or service offering, the prospect may not appreciate the need for a collaborative effort.

2. Telemarketers – would want to pursue collaboration with prospects who are lead-users, represent a large amount of potential revenues and provide status (example: naming existing large clients in order to gain credibility). When needs are the same across prospects, buying processes identical, prospects are of the same size, collaboration may not be needed from the telemarketer’s perspective

For each of the two aspects, there is a differenttelemarketingstrategy that can be adopted. There are four telemarketing strategies:

1. Script based telemarketingstrategy
a. Prospects are very similar and only a few exceptional differences, script based telemarketingstrategy is very effective.
b. The product should be very easy to understand, direct and simple.
c. Involves scripts or memorized sales pitches from which the telemarketer does not deviate.

2. Need satisfaction telemarketingstrategy
a. Involves identifying the prospect’s needs and tailoring the sales pitch to fit those needs.
b. Requires good questioning techniques from the telemarketer and the ability to carry through a good conversation.
c. Involves identifying the prospect’s needs and making the presentation along that need.
d. Works best when there is a variety of needs across the prospects and choices have to be made among products compared to custom made solutions.

3. Consultative telemarketing strategy
Similar to need satisfaction strategy, however, the choices are not just a matter of choosing from a variety of finished or packaged offers. Instead the telemarketer brings specialized expertise into a complex problem to create a customized solution.

4. Collaborative telemarketing strategy
Going beyond consultative strategy, collaborative telemarketing strategy allows both the telemarketer and the prospect to create customize solutions and a commitment to jointly plan for mutual benefit.

Conclusion

To ensure the success of a telemarketing campaign, it is highly essential that the client work closely with the B2B provider and jointly create and develop plans. It is not just a matter of choice for the telemarketer on whether to use a script based presentation or a free flowing one. It is an issue of product and / or service overall strategy – the big picture perspective.

Related Articles
  Thing to know more about the telemarketing call center
  Use Examples to Encourage
  Skill and Knowledge are Telemarketing Partners
  Avoid B2B Appointment Setting Mistakes
  Telemarketing Solutions of a call center
  Guerrilla Telemarketing
  Telemarketing Services in Indian BPO firms
  FTC Lays Record Breaking Fine for Telemarketing Scheme
  The Keys to Multi-Channel Success
  The Do Not Call List
  Tele-phony
  What is the Most Important Selling Technique?©
  Telemarketing Companies Are Not Working, When to Stop?
  Developing Telemarketing Success – The Importance of Partnering
  Part Nine - Prospecting for More Sales
  Has cold-calling ever worked for you?
  An anthropological view of marketing
  Telemarketing Services: Per Hour Versus Per Appointment Compensation
  Automating Your Sales Processes For Success
  The FTC & Robocalls

Article Tags: Appointment Setter, Appointment Setting, Business Process Outsourcing, Call Center, Call Center Services, Lead Generation, Outbound Call Center, Outside Sales, Outsourced Sales, Sales Lead Generation, Telemarketing, Telemarketing Companies, Telemarketing Services



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Success Strategies - How to get the results you want now? Success Strategies and Action Steps I have used are: The Power of Choice Where you are at this present moment, is exactly perfect from the choices you have made. If you want to be somewhere else, you have to decide clearly what that is (your goal/outcome) and create action steps to achieve this. The Power of Focus The book "The Power of Focus" by Jack Canfield, Mark Victor Hansen and Les Hewitt, is one of my treasures in my Entrepreneur Library. If you focus on what you want versus what you do not want, your conscious and sub-conscious mind will direct attention to this. The movie, What the Bleep, Down the Rabbit Hole, explains this in detail about quantum physics and what we create in our lives. The Power of Commitment This is not about commitment to others. The first step is the commitment, your word, you make to yourself. Accountability and responsibility are additional success strategies and ingredients to creating the success, defined by you, that you want. The commitment to others reflects your integrity, your word and the team you work with. Co-workers, clients, yoru family, friends and community. My Success Acronyn in Success Breakthroughs(c) is: S pecific & self-directed U nlimited opportunities & possibilities C reate powerful outcomes C onsistent measureable results E xperience pwoerful transformation S olution and action-oriented S uccessful habits and outcomes Break Through to Powerful LIfestyle & Performance Choices Moira
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