In an ideal world it would be great if your sales team could generate a lead, make a personal visit to every single prospect in the country, make a sale, garner extra information for your database and promote extra services for follow-on sales. Sadly, there isn’t a sales team in the country with that kind of coverage. Yet the power of the spoken word is still an incredibly powerful tool.
The alternative is a much more cost-effective and efficient way of contacting large numbers of people. Telesales is a method of direct marketing in which a salesperson encourages prospective customers to buy products or services, either over the phone, or through a subsequent face-to-face or web conferencing appointment scheduled during the call.
Telephone sales enable an organisation to reach out to anyone in the UK with a landline or a mobile phone.
A telesales campaign involves highly trained, professional individuals who know your business and can break down barriers to find the right people, and engage them in a high quality dialogue, which generates sales.
Telesales needs differ widely and call centre staff have been trained to market products from flooring to finance, mobile phones to chocolate. They can handle anything from a trial campaign involving just a few hundred calls over a few days to a prolonged marketing push which might reach thousands of potential customers.
Using a call centre’s services enables you to refine and upgrade your database, whilst receiving detailed breakdowns of each day’s calls so you can track targets reached and achieved.
The benefits to you are:
• Data cleansing of sales leads
• Qualified appointments made only with target criteria customers
• Forward planning for future projects and services
• Data capture for possible future products or services
• Focusing your sales team with positive, pre-qualified leads
• Re-establishing contact with previous customers
• Keeping existing customers up-to-date with your company's brands
And it’s not just a phone call. Call centre staff are well trained in the preparations needed for successful telesales, including pre-call planning, opening statements, effective questioning, sales recommendations, getting commitment and addressing resistance. Telesales services are continually growing because they consistently deliver on sales targets, key performance indicators and quality standards. A fundamental understanding of direct marketing, telephone techniques, recruiting, training and developing high quality staff enables call centres to communicate a client's brand values in a highly professional, seamless way, while also optimizing transaction value from every contact.
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Glenn Harrison is the co-founder of ICS Group UK, a Nottingham based company providing a full range of call centre services, from inbound call handling to outbound telemarketing. ICS also owns Answer-4U, the small business telephone answering service, which offers virtual reception and call answering services.
