1. Define your target customers accurately

One of the six key success factors is that you must define your target customers accurately. You must be very clear about where your target customers are and which customers are most likely to use your products. Otherwise, even if you make more calls every day, these calls may be futile.

For example, there are many kinds of fish in the pond. What kind of fish do you want? You should first observe where most of the fish you want are concentrated. Don't fish aimlessly.

In the place where the target customers are most concentrated, you can get better results and improve efficiency, so be sure to define your target customers accurately.

2. accurate marketing database

with the target customers, you also need to make a customer database, an accurate customer database, and your sales representative will call up his own customer resources from the database every day, and then make phone calls and follow up, so that the sales efficiency will be greatly improved.

3. Good system support

If you have a customer relationship management system to support it, many of your resources can be enjoyed, including your sales efficiency, and your management efficiency will be greatly improved. In addition, enterprises want to implement telemarketing, and the great challenge in telemarketing is how to establish a trust relationship with customers on the phone. This trust relationship is actually based on two levels: ① the trust relationship between enterprises; ② Trust relationship between enterprises and individuals.

For example, if your product brand is big enough, customers are likely to buy your products out of recognition of your product brand and trust in your company, which is the trust relationship between enterprises and customers. When all five sales representatives are in contact with the customer, the customer may cooperate with one of them, because he can establish a sales relationship with this customer personally, which is a trust relationship between enterprises and individuals.

4. Support from various media

You must have market support in advertising and direct mail, and expand your brand influence as much as possible. Therefore, if an enterprise wants to implement telemarketing, it must try its best to establish its own product brand from the enterprise level, because after it is established, it will attract many customers to call you actively, and he will call you when he needs it, and the sales efficiency of the sales representative will be greatly improved accordingly.

5. Clear multi-party telemarketing process

Sales process is very important. If there is no clear sales process, it will lead to a situation where everyone may be confused. For example, the main job of a sales representative is to screen sales leads and then transfer them to an external sales representative. If a sales representative judges that this customer should be a target customer, when he transfers this sales lead to an external sales representative, the external sales representative reflects that this customer is not the target customer of the company. At this time, there will be confusion on some issues between the two sides. Therefore, enterprises must have a process, that is, there should be a telephone sales process to provide support.

6. Efficient and professional telemarketing team

Finally, you must have a very strong telemarketing team. An organization of telemarketing is very consistent with the original case, that is, you must classify your customers one by one. Big customers can't be supported by telemarketing representatives, but must have sales managers of big customers to visit customers in person and establish close and solid customer relationships.

the implementation of telemarketing is based on effective management within the company. Although some enterprises are also implementing telemarketing, their internal sales management is obviously in a mess. The telephone cost is quite high and the sales efficiency is very low. It is not good for the company to reflect this sales model. The reason why the company made this reaction is that it did not achieve its expected effect. In order to improve the sales profit of enterprises through telemarketing, effective management within the company is absolutely essential.

Good self-promotion mentality in telemarketing

In the field of marketing business, especially in the field of sales promotion, many people expect to close business by telephone. Telemarketing has become an important sales method for them. In the process of telemarketing, I also marketed myself. To market yourself well, of course, it is inseparable from adjusting and shaping your good mentality. The mentality of three aspects is more important!

the first mentality: the mentality of integration.

in other words, only by working together and helping each other can we develop together. If you step on me and I step on you, it will go from bad to worse. For example, when I call, I always think: It doesn't matter, if you don't buy my product, someone will buy it. We are not a telemarketer who can't sell any products. Why? Because we don't have an integrated heart. Why not think like this: Make sure he buys it. With my products, my customers will increase a lot of benefits. In fact, if he doesn't buy, the loss will be too great, because the shopping mall is like a battlefield, and others have it but my customers don't. How big will the loss be? I must persuade him to buy it, and he will not give up until he reaches his goal. If he doesn't buy it, I will find their supervisor, regardless of his wife and, if not, his mother-in-law ... Only with this mentality can we infect people to cooperate with you. This is the heart of integration.

the second mentality: willing mentality.

Many students who have participated in similar telemarketing have spent a lot of time studying the company's telephone business, thinking, alas, I have spent so much money and managed three meals by myself. After studying, I have to do telephone business, but I don't have much fixed salary, and it depends on business performance. How to compensate. We can't do this. If an employee thinks so, we will persuade him. If you don't deposit money in the bank, how can you withdraw money, even if you don't deposit it? Why do you say that? If you don't conduct telemarketing in the company, how can you learn this knowledge? You said that you have graduated from a university and are a famous university, so I can tell you that the leaders of the company who train and coach salesmen are all proficient in business, experienced managers and teachers, and the most important thing is that they are all people who have made remarkable achievements in marketing business in society, because they are the people who can talk best and communicate best by telephone. They just want to train us how to speak and communicate more effectively.

So, through telemarketing, we can learn something that books can't:

We can learn the ability to get along with people; Can learn interpersonal skills; You can learn how to be a popular person; You can learn the art and skills of speaking; You can learn the skills to overcome obstacles and win negotiations; You can learn how to dress yourself up on the phone and market your skills ...

What you learn from telemarketing will not only be useful in the company, but one day, when you are in the world, these skills of talking with people are still our foundation. So no matter how you calculate it, you won't lose, you won't lose. Therefore, we must be willing.

the third mentality: practical mentality.

telemarketing is not a kind of learning, but an experience career. I don't know, maybe you go to class to learn telemarketing, and the teacher speaks on the stage. Some people will think, what to say? It's all parrot talk. I can speak it when I go up, and it's better than what he says.

If we don't pick up the phone, and if we don't meet with several very hurt rejections, it's not easy for us to put down our airs and learn and practice these seemingly common sense things in primary schools. What is professionalism, that is, professionals should concentrate on practicing their skills until their skills are superior. This is also the spiritual essence of professional managers.

Every telemarketer needs to deal with a large number of customer clues, which is difficult to manage. If you want to classify customer clues according to various types, the workload is extremely heavy. Telemarketers are used to recording each phone call in their own notebooks, which is difficult for managers to control. Because there are many clues that need to be revisited, telemarketers tend to forget and often miss clues. As a manager, you certainly want to know how many calls each telemarketer makes every day and how many are valuable, and then you want to classify the clues according to your own classification habits.

Telemarketers often can't finish making calls every day, so they drag on day by day, gradually accumulating and delaying the sales progress. In the end, they don't know which ones have been made and which ones haven't been made. Telemarketers need telemarketing words as a tool for telephone interviews, especially inexperienced telemarketers. So how to manage telemarketing words, how to enjoy good telemarketing words, and how to organize good words when suddenly inspired? When the other party asks questions, because telemarketers don't have enough knowledge in all aspects, the result can be imagined. Telemarketers often meet customers with extremely bad attitudes, or their success rate is very low, and they are often rejected, which makes them mentally depressed and have no enthusiasm.

telemarketing should also make corresponding preparations in advance. Many marketers are about to start their day's work, only to find that they are not ready to make a phone call, so they can only look for some materials with poor quality at random, or look for phone numbers during precious working hours, which seriously affects efficiency. Therefore, it is also necessary for telemarketers to prepare a good telephone list that can be used for one month in advance. In the process of telemarketing, the call center system can be fully integrated for management, and the working hours and site of call center employees are relatively concentrated. Managers can effectively monitor the working status of employees through QM (Quality Monitoring) to control employees' emotions and improve the utilization efficiency of seats. Marketing companies can't monitor the work and efficiency of employees when they go out and the communication quality of each phone call. Most companies only decide the quality of employees based on their performance.

In many traditional telemarketing companies, telemarketing only plays the role of resource mining, and more often, sales representatives need to visit customers at home before they can clinch a deal. For example, in companies engaged in e-commerce or education and training, most sales representatives have to communicate face-to-face with prospective customers. Try to calculate that a sales representative in a city like Shenzhen can meet 4-8 customers face to face at most a day, and it needs to be agreed in advance. In Shenzhen, the cost of bus is generally 5-8 yuan round trip. Plus unpredictable expenses, such as drinks and meals, the average daily cost of each of our salesmen is 21-61 yuan. In some large call centers, if the cost of 21-61 yuan is calculated by 3 minutes/call, we can make at least 51-151 calls. Point 1 of telemarketing skills: you must know who your phone is calling. Every salesman of ours should not think that making a phone call is a very simple thing. Before telemarketing, we must make clear the customer's information, and more importantly, we must make clear that the person you call has the right to make purchase decisions.

the second point of telemarketing skills: the tone should be steady, the words should be clear, and the language should be concise. In telemarketing, you must make your tone steady, so that the other party can hear what you are saying clearly. It is best to speak standard Mandarin. Telemarketing skills should be as concise as possible, and products must be emphasized to attract customers' attention.

point 3 of telemarketing skills: the purpose of the call is clear. Many salespeople don't think seriously before making a phone call, and they don't organize their language. As a result, they find that they didn't say what they should say after making a phone call, and the sales goal they should achieve has not been achieved. Telemarketing skills Use telemarketing with a clear purpose.

point 4 of telemarketing skills: introduce yourself and your intention clearly within 1 minutes. Don't forget to emphasize your own name at the end of the call. For example: Manager XXX, it's nice to meet you. I hope our cooperation will be successful. Please remember that my name is XXX. I will keep in touch with you.

point 5 of telemarketing skills: do a good job of telephone registration and follow up immediately. After making a phone call, telemarketers must make a registration and make a summary, and classify customers into categories and recommend 11 verbal skills to deal with common customers' rejection or 11 big words skills common in telemarketing skills:

1: "No, I have something to do at that time." "No, I'm going to visit my friends then."

telemarketing skill: (name of prospective customer), I'm sorry, I must have chosen an inappropriate time, so would it be better to date?

2: "I have a friend who is also engaged in this service!"

telemarketing skills: If your friend is your service agent, I'm sure he has provided you with a good service. However, I don't want to repeat what you already have. I wonder if you are free or have time, can I visit you?

3: "I have no money!"

telemarketing skills: (the name of the prospective customer), your judgment must be right. However, the idea I want to offer you may be something you have never heard before. Now you'd better know it first for a rainy day. I wonder if you are free or have time. Can I visit you?

"I know the product you mentioned, even if I want to buy it, I have no money now."

yes, Mr. Chen, I believe only you know the financial situation of the company best, right? And our system is to help you better save costs and improve performance. I'm sure you won't object

4: "You are just wasting your time!"

telemarketing skills: Are you saying this because you are interested in us? The reason why the service is not interested.

(continue with the next answer)

5: "I am for you; The service is not interested! "

telemarketing skill: (the name of the prospective customer), I don't think you will be interested in something you have never seen before, which is why I want to visit you.

I hope the information I have provided is enough for you to make an informed decision. Will you be in the office?

"I have read the letter, and we are not interested in what you mentioned."

I understand that. No one will make a hasty decision on a product that they have never seen before, right? So I'm thinking of visiting you in person this afternoon or tomorrow morning. We have made a detailed market survey, and this product is of great help to an enterprise like you. Do you think it's more convenient for me to show you the information in person this afternoon or tomorrow morning, or ... (If you are not interested, you should give him the idea that pears are good or not, you should taste them yourself. )

6: "I'm busy!"

telemarketing skills: That's why I called first. (Name of prospective customer), I hope I can visit you at a convenient time for you. May I visit you if you are free or have time?

"I've been busy these days. Maybe next quarter."

yes, you must be busy managing such a big company. That's why I will call you first, so as to confirm your time and not waste more precious time.

7: "I really don't have time."

telemarketing skills: Facts have proved that you can develop this enterprise to such a scale, which proves that you are an efficient person. I'm thinking: you won't object to a system that can help your company save costs, save time and improve work efficiency being recognized by you, will you?

8: "You are wasting my time."

telemarketing skills: if you see that this product will bring some help to your work,