The telephone is one of the most powerful business tools that you possess. Don’t use it to ‘sell’ to your customers – use it to serve them.
When you make personal contact by telephone an integral part of your business , your profits will soar – it is virtually inevitable.
But organizing Telephone Marketing is not always so simple – so here are some guiding principles that you may want to follow:
- If you follow up a mailing with a telephone call, you can improve results by 50 – 1000%.(yes, one thousand percent!)
- If you’re unsure how your customers will react to being sold to on the phone – don’t sell to them. Use the telephone call to ask questions, gather information and ensure their needs are being met.
- Use the telephone to set appointments – measure how long on average it takes to get an appointment, work out how much that costs so that you have an average figure per appointment….then work out how much, on average each appointment brings you in revenue. Compare the figures – and if it’s profitable make telephone appointment setting an integral part of your business.
- Don’t force members of your team to make phone calls if they don’t enjoy it. There are two types of people in this world – those who love making loads of sales orientated phone calls and those who don’t. If they don’t want to do it, it wont work.
- Incentivize your staff as much as possible. The higher the commission and the lower the salary – the better the results you’ll get.
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