20th Aug, 2020
Marcom, , Designation
Your ability to acquire new customers is one of the key success factors for the sustainability of your business. If you have got a great product/service to sell, then it is important to develop competencies that help you acquire more customers. When setting up a successful acquisition strategy, it is important to send the right offer to the right target at the right time and through the right channel. This comes from the real know-how and expertise developed over the years.
With businesses now focusing on a consultative approach for selling and telesales team donning ‘sales consultant’ avatar, telesales is now emerging from the shadow of pure-play tele-operations to help you acquire more and more leads. However, to ensure success, telesales needs to be part of a holistic customer acquisition strategy. Let’ see some of the proven ways that ensure enhanced customer acquisition through telesales.
Data Cleaning and Profiling
Believe it or not, you may have tons of data, but chances are most of it is irrelevant. As per an industry resource, up to 20% of your data is duplicated, have errors, or simply incorrect. Telesales gives you the opportunity to rectify those errors and clean up your records. This will save the time for your sales team in contacting the wrong prospects or contacting the right people multiple times when duplicate leads exist in your sales system. Cleaning and profiling your sales records can massively increase your success rate.
Stay relevant & uber-informed
When you are making a call, the worst thing you can probably do is to call someone and know nothing about them. Therefore, it is critical to have a sound working knowledge of each and every potential customer and the company and most importantly, the pain points that they have – you must have a solution for everything. Informed conversations helps in establishing a meaningful dialogue and often goes a long way.
If you’re speaking to a person, it becomes very easy to tailor your message directly to that person’s individual responses, rather than interacting on emails. This is the perfect opportunity to surpass all the possible barriers by listening carefully to the person at the other end. Using Telesales to build trust and remove obstacles in advance, help you in converting the sale much easily.
Leverage telesales to effectively qualify the leads that you receive through other mediums such as your website/events/digital promotions. You increase the chances of converting the prospects to customers by pre-qualifying these leads earlier. Telesales is a proven cost effective way to qualify your existing leads so that you don’t pass on any weak leads to your sales team.
When you are speaking with a prospect, be proactive and request permission for e-mail follow-ups with useful and relevant information. if the prospect agrees, it provides another building block for staying in touch.
It is important that you follow up in a way that is precise and relevant to your prospect’s needs. By having engaging and meaningful conversations from time to time, you are also building the bridge for a much longer relationship. In sales, a bridge enables taking another step towards strengthening the customer relationship.
Do not just funnel leads to your sales teams, rather make it a two-way pipeline. You need to consistently monitor what kind of leads are getting the best results. Engage with your sales team on a regular basis for lead quality and other details. The better you understand their needs, the better you can help to generate more leads.
If you can’t measure it, you can’t manage it. Therefore, recording the calls, listening to what works and what doesn’t, training to adapt as per the changing requirements is a must. It will not only keep a check on the call quality but help in course corrections as per the results.
Eventually, with telesales, you don’t have any geographical boundaries. Your telesales team can call anyone, anywhere in the world. It is indeed a great practice in acquiring new customers and help in giving remarkable results for your business by pursuing opportunities that are found ‘outside the box’.
Undoubtedly, Telesales is unrivalled in its effectiveness to make great connections. Otherwise, how else could you speak to hundreds of potential clients in a short duration? Whatever your needs be, the speed of telesales is one of the most impressive factors in its success. There is no denying the fact that if you have a long list of prospects, a skilled and experienced telesales professional can efficiently glean the most out of it in just a few hours.