TELEMARKETING VERSUS TELESALES
Telemarketing and telesales are separate activities.
It is important to know the difference so you can make best use of these strategies in your business.
Telemarketing is used to generate interest in your product or service.
It’s a cost effective way to professionally present your business to prospective customers, identify excellent potential opportunities and obtain a reliable source of data.
Use telemarketing to provide exemplary service to your existing customers, obtain compelling and useful testimonials and seek new business through influential referrals.
Conduct surveys to reveal buying trends, uncover your strengths and weaknesses and those of other vendors.
This will help you define your point of difference so you can tweak your product or service offering to better position yourself in the marketplace to meet customer demand and outshine your competitors.
Telesales is used to convert into sales the opportunities obtained through your telemarketing efforts.
It is particularly effective when you have comprehensive data and full contact details of prospective clients.
The entire selling process is carried out during the one telephone call including the payment transaction.
Telesales can be used to renew contact with your existing and past customers.
It’s easier to sell a secondary or supplementary product to someone who has purchased from you previously as the buyer and seller relationship is already established.
It pays to practice good contact database management.
This will enable you to target prospective customers who have enquired about your product or service in the past but not purchased, or those identified as potential customers in earlier marketing campaigns.
Qualities of a great telemarketing and telesales consultant are…