Download to read offline
Uploaded byenterprisecenter
Telephone Marketing
The document discusses strategies, tools, and options for successful telephone sales and services. It covers the types of companies that use telemarketing, challenges they face, and solutions such as cold calling, lead qualification, and account management. Additionally, it provides statistics on call attempts, follow-up calls, and the importance of human interaction in B2B sales.
More Related Content
Telephone Marketing
- 1. Ring Ring Ring What’sa Business to do? Tools, Tips, and Options for Successful Telephone Sales & Service May 13, 2014 Joanne Wills – CallingWorks Denise Clancey – Teledirect Partners
- 2. Today’s Program • Intro:Joanne and Denise • Why are we here? • Program
- 3. Poll • A littleabout you – 3 sentences > Name > Business > Why are you here? • Telemarketing Uglies - What have you heard?
- 4. Why do companiesuse Telemarketing? Drive Sales & Marketing • Lead follow-up • Appointment setting • Market Research • Prospect/Customer feedback • Close Sales • Cross selling & upselling • Account management
- 5. How do CompaniesUse Telemarketing? Startup/New Company Industry description Target market Competitive analysis Regulatory restrictions Growing Company New customers Account management Upsell/Cross Sell Customer feedback Win-loss analysis Established Company New customers Account management Customer feedback Marketing events Testimonials Case Studies Win-loss analysis
- 6. Aligning Telephone ResourcesCostofProductorService Complexityof the Sale Low High LowHigh Quad 2 Quad 3 Quad 2 Quad 1
- 7. Quad 1 Cold calling Leadqualification Confirm appointments List management Option: Outsource Pay: Hourly (+ incentives) CostofProductorService Complexity of the Sale Low High LowHigh
- 8. #1 Low Complexity- Low Cost Example • Type of Company: Waste Management • Sales Challenges: – Leads-Leads-Leads! • Telemarketing Solutions: – Purchase lists – Outsource part time lead qualification – Cold calling: find decision maker, identify current service, provide initial information
- 9. Quad 2 Lead generation Coldcalling Account Management Pay: Hourly + incentives Option: Outsource CostofProductorService Complexity of the Sale Low High LowHigh
- 10. Low Complexity, HighCost of Product Example • Type of Company: Software company • Sales Challenges: – Educate/Sell prospects on software (4 different products & pricing structures) – Renew annual contracts for existing customers – Account management for existing customers • Telemarketing Solutions: – Outsource: Hired Gun(s) • Qualify interested prospects • Product demonstration(s) • Upsell, cross-sell • Renew annual contract
- 11. Quad 3 Telesales orInside Sales Sales Lead Generation Option: Outsource (Expert) Pay: Base + Bonus $$ CostofProductorService Complexity of the Sale Low High LowHigh
- 12. #3 High Complexity- Low Cost Example • Type of Company: Online & Print Media Company • Sales Challenges: – Continually find new customers to sell ads – Stay in touch with current & past customers to maintain relationship, renew, up-sell and cross-sell – Stay up to date on current & future offers • Telemarketing Solutions: – Outsource: Hired Gun(s) • Research prospects & set appointments to sell relevant ads • Account management – maintain relationship & sell current offerings • Consistently build pipeline & close sales
- 13. Quad 4 Inside Salesor Field Sales Closing large deals Account Management Option: Insource Pay: Base + Bonus $$$$ CostofProductorService Complexity of the Sale Low High LowHigh
- 14. #4 High Complexity- High Cost Example • Type of Company: Enterprise Software sales • Sales Challenges: – Open new customers ‘down market’ – Sell products and services – Average sale: $$$$$ – Stay in touch with current & past customers to maintain relationship & sell all services – Stay up to date on technology • Telemarketing Solutions: – In-House or Outsource • Research prospects • Establish relationships • Close deals/book business • Account management – upsell & cross sell
- 15.
- 16. Cold Calling • Thebest time to cold call is 4:00-5:00PM. • The second best time is 8:00-10:00AM. • The worst times are 11:00AM-2:00PM. Source: Kellogg School of Business
- 17. Call Attempts &Reaching Prospects • 2007: 3.68 calls to reach prospect • 2013: 12 attempts to reach prospect Today The average salesperson makes only 2 attempts to reach a prospect. Sources: Sirius Decisions & Teledirect Partners
- 18. Follow-up Calls • 80% of sales requires 5 follow-up calls after the first phone contact. • 44% of salespeople give up after 1 follow-up call. Source: The Marketing Donut
- 19. Leads • Nurtured leadsmake 47% larger purchases than non-nurtured leads. Source: The Annuitax Group
- 20. Human Interaction Almost 70%of B2B purchases have some form of Human Interaction (HI) – either a telephone conversation or a visit from a sales executive. Source: Sci Sales Group 2011
- 21. Dialing for Dollars •The average salesperson makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment. • 2% of cold calls result in an appointment. Sources: Ovations Sales Group Leap Job
- 22. Your Business • Gettingit right • Getting organized • Getting going
- 23.
- 24.
- 25. Thank you Joanne Wills CallingWorks www.callingworks.com 781.444.3377 Intelligent B2B Telemarketing Denise Clancey Teledirect Partners www.teledirectpartners.com 617.973.6667 Tele Strategies that Get Results©