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Telemarketing Services for Unconventional and Commodity Products or Services

Guest post by: Adam Fridman

Article Overview: . A good rule of thumb, if you have to say “but”, for example, “I offer merchant services, but we are unique in…..” Once your prospect registered merchant services, you have been cataloged with that commodity.

Telemarketing Services for Unconventional and Commodity Products or Services

In order to understand the idea in-depth, it is important to define and differentiate the two terms.

First up is commodity, it is a product or a service familiar to everyone so there is a big chance of getting regular solicitations like insurance, merchant services, mortgages and investment. On the other hand, unconventional products and services are those unfamiliar to consumers because it has never been solicited before or rarely. A good example is a new widget that an inventor would like to introduce to the market and it will make consumers go "ah okay..."

Be honest about defining if you product is Unconventional or Commodity, a subtle difference from a commodity does not move your product into unconventional territory. A good rule of thumb, if you have to say "but", for example, "I offer merchant services, but we are unique in....." Once your prospect registered merchant services, you have been cataloged with that commodity. Now let's talk about advantages, disadvantages and suggestions.

Obviously, if you are selling a commodity your product is known and as soon as you say the word, prospects will relate to it and understand what it is about. It follows that knowledge base line can be assumed and discussion can go straight into specifics; for example, if you offer merchant services, you do not need to waste time explaining how a credit card works, go into what makes you different.

But being common doesn't always give you a positive feedback. Once your prospect hears about your service, they are likely to associate it with their previous discussions and lose interest. Chances are, they currently have a provider and your discussion is not a priority for that moment and attention span will be really limited.

To catch a prospect's attention towards a commodity, telemarketing services need to create a remarkable offer. You are expanding resources to make the calls, make it attractive to your prospect. Make it difficult to say no, almost a win-win like "We know you have a limited time but we would like to offer you a gift certificated for your 10 minutes to meet with our manager..." or "We will pay you $100 for your time if we can't save you money on your insurance..."

On the other hand, if you have the unconventional you have the "ah..." factor. You can sound intriguing, helpful, unusual, new, or whatever your services claim to fame, it is an advantage. Use your products uniqueness, what problem does it solve? But let us assume prospect is busy and we want them to stop, listen and learn something new. Imagine that, you are finishing a report and bang! A call comes in and you have to think! We are requesting our prospect to active their "neurons" to decipher if your unique produce is worth their time.

Understanding the challenge in presenting a new product is key for telemarketing services. Do not expect everyone to think your product is as awesome as how you think it is. Your excitement and confidence is awesome for the sales meetings, but it won't work for the appointment setting call. In addition, keep your focus. This call is to set the appointment, that's it. If prospect doesn't agree to a face to face, ask if you can send a short email presentation and just follow up with another call. When all else fails, you can always call another prospect and start anew.

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Article Tags: telemarketing services



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