Use Telemarketing to get More Sales Leads During the Holidays
Posted by gbravo on November 24, 2008 in Marketing [ 3 Comments ]
Business owners that sell retail products are counting down the days to Black Friday, also known as the busiest shopping day of the year. On the day after Thanksgiving, eager shoppers brave long lines to get the best deals at their favorite stores. This year, increase the number of customers purchasing your goods by using telemarketing services to notify current clients and potential shoppers about all of the great deals your business has to offer during the Christmas season. No matter what type of industry your business falls under, people are interested in hearing more about your holiday specials.
Telemarketing can be done within your office, from an outsourced call center, or from home. Typically, it’s best to have a live person make the calls, but some companies use a recorded message to reach potential customers. Recorded calls don’t allow for real-time feedback which can be important. Telemarketing agencies recommend making at least two calls to your customers during the Christmas season. In the first call, introduce your company to the potential customer and determine their needs in relation to the goods you are offering. In the second call, motivate the customer to make a purchase.
There are four subcategories that telemarketing companies use to reach out to customers.
· Lead generation is used to gather information about your potential customers.
· Sales uses persuasion to sell your goods or services
· Outbound call centers use a proactive marketing approach where your current and potential customers are contacted directly.
· Inbound calls occur when customers contact the business directly to learn more about your company. These calls are generated by advertising and the efforts of your sales representatives.
Before you start working with a telemarketer to get more sales leads during Christmas, you will want to write a script that the telemarketers must abide by. Include information about your company and products and what is in it for the recipient. If you are offering a special promotion over the holidays, mention that and mention that others are interested. This call to action will also encourage customers to start their holiday shopping with your company. Make sure telemarketers have a firm understanding of the concept of your business and have various routes to take if they experience a rebuttal from the client about the call or service.
In order to get a healthy list of potential customers, you can acquire information from their past purchase history, credit limit, competition entry forms, previous requests for information and application forms. If your budget allows for it, you can also purchase names of like-minded individuals from a broker’s database.
Be aware of the nation’s telemarketing regulations and follow the guidelines. During the holidays, people can be more sensitive. The few consumer privacy laws intact that must be abided by are the Telephone Consumer Protection Act of 1991 and various Do Not Call lists. Consumers can opt to include their home or business phone number on these lists and telemarketers are restricted from calling them about services. Also, many states have their own lists in addition to the national Do Not Call List so research the rules about recording calls, Sunday and holiday calls in your state.
Last, make sure the telemarketing company is professional and is effective with their services. Shop around at different vendors and don’t be afraid to ask about mock trials to gauge their communication services.
If you are a small business looking to get out information about your products and services this holiday season, visit our online telemarketing business service center.