THE TRUE POTENTIAL OF IN-HOUSE TELEMARKETING

THE NEVERLAND OF TELEMARKETING

Telemarketing is one of those weird areas in which there are thousands of theories and millions of experts. It's akin to advertising, where RESULTS never seem to have anything to do with whoever is rewarded for "the best" ad campaign. 

Like the evaluation of telemarketing, also advertising is mainly judged by personal opinions and not hard evidence of results in returning the investment.

Advertising is often seen as a public relations activity. Something that is kept up just for general PR-reasons, for the sake of being recognised by the target audience, with little or no hope of actually receiving results that you could bank.

Another problem with telemarketing is the same as in any achievement; it is very difficult to FORESEE and imagine how much improvement there could be. It is easier to look into the past than the future, in other words. And there's NO shortage on people prophesizing the dogma of "the acceptance of the facts of life," which essentially means "you cannot expect much from this, so the best thing you can do for yourself is to be happy if you get ANY results, however little."

Particularly in telemarketing there are "experts" who have a vested interest in playing down the expectations of businesses and organizations on the part of RESULTS of the telemarketing work they offer.

They want to get paid for their WORK rather than results. So you have to pay so much for preparing the campaign, this much for each call, commit yourself to so and so period of time, and whatnot.

Results are few and far in-between. There's no research, no intelligence in the approach, it's all based on disinterested telemarketers stating obvious things to target group members who are trying to get rid of the caller.

"That's the way the cookie crumbles," say the experts.

Well... duhh!

If the approach causes instant rejection, then it needs to be planned again. You need to research the target group to be able to come off with something with which they absolutely agree, from the onset. 

You need to find the way to detect actual interest from the common fear of being sold to. You need to find a method of giving birth to information in their minds the way they think was their own invention.


TELEMARKETING PROFESSIONALS?

I think the term "telemarketing professional" is really a misnomer in most cases. Telemarketing is not the act of being pushy, having the guts to bother people despite being rejected 98 times out of a hundred. 

It is not a question of having a stickiness comparable to a rash, being able to pester people and just refuse to give up, regardless of whether the person in the other end is EVER likely to become a prospect.

Those things are not professionalism of telemarketing. They're at the very other end of the scale, if anything.

Telemarketing is all about being able to INTEREST the target person and define whether or not they NEED your service or not BEFORE you even suggest it to them. Telemarketing is about intelligence, planning the angle of approach and the  script and the training and supervision of telemarketers in such a way that THEY WILL SUCCEED MORE THAN FAIL.

Telemarketing is about creating different PHASES in the approach, each with specific STEPS which increase your prospective client's awareness and interest just a little bit at a time. When the phases are correct, when there are enough steps (each low enough for the prospect to follow and climb higher), each step in correct sequence...

...then you start to obtain results. You also create an in-house telemarketing unit which outperforms ANY professional outfit ten to one!


INCREDIBLE VALUE OF A FUNCTIONING IN-HOUSE TELEMARKETING ACTIVITY
You CAN find a continuous flow of good quality prospects from which come enough clients monthly. But it requires clever planning and you need to do things right. You need to follow a formula of success, because the steps are FAR too many to be GUESSED by even the smartest person in the universe.

And you don't NEED to reinvent the wheel. The good news is that the way you create a successful in-house telemarketing unit (or drastically improve the results of an existing one) is all explained in the Professional B2B-sector Telemarketing Guide and available to you right now.

Please feel free to contact me if you have any questions.

Believe in being able to increase the flow of contacts, prospective clients and sales. You can DOUBLE it with a professionally planned telemarketing system.

The value of a well-functioning in-house telemarketing activity is just incredible.

http://telemarketingtips.info/telemarketing-guide.html

The biggest killer of potentially successful telemarketing activities

Difference between knowing and thinking you know

The human mind is a remarkable thing. It can provide us with such ingenious solutions and it can make us dig a deep hole and jump in... 

It is amazing how the feeling of certainty can affect a telemarketing activity. If your certainty is CORRECT - meaning that it is actually based on objective knowledge of how things are out there, how your target group thinks, what they need and want, etc. - then it will provide you with a telemarketing activity producing ample results, something so successful your competitors would not BELIEVE if they heard it. 

And if that certainty is INCORRECT, if it is based on a FEELING (certainty, after all, IS a human emotion, merely a self-created sensation which neither guarantees you're right nor that you're wrong), then the telemarketing activity becomes a tedious battle against the odds, yielding low results and bringing with it all the other problems such as continually changing personnel, low profits... well, one hardship after another.

Of course, one cannot have ONLY one or the other. Even the best and most carefully planned & administered telemarketing activity has hickups... and totally unproductive telemarketing attempts simply vanish into oblivion rather quickly.

Who dares to challenge certainties in telemarketing, wins

Would you challenge your own certainty in order to ensure everything in your telemarketing activity is in fact aligned and working at the best possible efficiency? 

If your answer to that question is an unhesitant "Yes," then you have the attitude it takes to ensure best possible success for your telemarketing activity, be it a simple in-house unit or a professional telemarketing organization selling its services to businesses.

In such case, why not read about our B2B Telemarketing Result-Optimization Analysis to see what you could receive in terms of improving the results of your telemarketing activity AND ensuring a certainty of its functionality in an objective way through the eyes of someone who has not only trained telemarketers for decades but also created whole new approaches for telemarketing functions?

Feel free to contact me if you have any questions.

B2B Telemarketing Result-Optimization Analysis

B2B telemarketing: OF COURSE you know what interests the prospect...??

Certainty in knowing what your target group feels about issues?

Certainty is a funny thing. It is an emotion that is born in our mind, and it gives us a feeling that makes us absolutely sure that that whatever we FEEL is certain... IS really so.

And in many cases, it may well BE certain also. 

But the further we move from our own opinions and into the realm of views of others, the less likely it is that we can GUESS what others think. No matter how certain we FEEL that we know...

Now, when it comes to setting up your telemarketing activity, WHY would you rely on GUESSING what your target group feels, thinks, wants, likes and dislikes?

Why would you gamble the future of the whole activity, the expense it takes to start and maintain a telemarketing unit AND the hopes & expectations of your FUTURE on a GUESS?

Of course you wouldn't WANT to do that.

But what choice do you have, really? Where could you go to acquire reliable data on how the majority of your target group FEELS?

B2B Emotional Survey

Assumption is the mother of all failures. Well, most of them anyhow. You can always backtrack a failure to the moment where something was accepted for a fact without actually finding whether or not it was true.

There is one way to know for CERTAIN what your target group wants, how they feel about things important to your service or product so you can build your telemarketing approach & script on reliable facts... and get the expected results.

So why not have a look at what it could help you achieve? Read the article "Telemarketing survey - the key to a high success ratio in telemarketing" ( http://www.telemarketingtips.info/telemarketing-survey.html )at our website www.telemarketingtips.info 

Feel free to contact me through the website if you have any queries regarding how we could help you with surveying your target group AND even creating you a better telemarketing script (complete with training & troubleshooting manuals, if required) if that's your way.

Remember this fact: Telemarketing works well when it hits the right emotional buttons!




 

First five seconds of a telemarketing call decide the end result?

Most in-house telemarketing attempts fail due to insufficient preparation. With this I simply mean that while the facilities - phones, desks, space, etc. - are well provided for, the planning of the all-important APPROACH to each prospect is left almost completely to chance.

The sickening fact is that you can try a thousand different approaches and STILL NOT HIT THE ONE THAT WORKS. Guessing is NOT a good idea in starting a telemarketing unit. Persistence and tenacity are one thing, but it is not clever to bang one's head against the same wall in the same spot, hoping a door will eventually materialize...

Here's an eye-opening article on why most telemarketers fail before or within seconds they start the interview - try it and you might find yourself saving tons of time and money!

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The purpose of this blog is to help businesses and orgazations that want to set up their own in-house telemarketing. It can be wrought with problems and we hope to help you so you won't have to learn every single thing through trial and error... as more often than not, that leads to giving up rather than learning.

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