Telemarketing refers to using telephone operators to attract new customers and contact old customers to determine their satisfaction or whether they can accept orders. In terms of daily order acceptance, it is called telemarketing. Many customers usually order goods and services by telephone. Direct marketers use all major media to provide direct services to potential customers. The following is the telemarketing speech of bank deposit collection that I compiled. Let's take a look.

Telephone marketing tactics of bank deposit

Wrong case

Case 1

Account Manager: "Hello, Miss Chen, I am your account manager XX of XX Branch of XX Bank, and our branch has a history of 11 years. I wonder if you know anything about our bank?"

Error:

1. The telemarketer didn't explain why he called and the benefits of targeting customers.

2. Prospective customers don't care how long your company has been established or whether they have ever heard of your company.

Case 2

Account Manager: "Hello, Miss Chen, I'm XX from XX Branch of XX Bank. We are professional financial investment consultants. Which bank do you handle business with now?"

error point:

1. The account manager didn't explain why he called and the benefits of targeting customers.

2. Asking questions before mentioning the benefits of targeting customers immediately makes people feel defensive.

case 3

account manager: "hello, miss Chen, this is XX from XX branch of XX bank. I sent you some information a few days ago. I wonder if you received it?

error point:

1. The account manager didn't explain why he called and the benefits of targeting customers.

2. Usually everyone is very busy, even if they receive the information, they may not read it, and they are given a chance to answer, "I didn't receive it.

Case 4

Account Manager: "Hello, Miss Chen, I'm XX from XX Branch of XX Bank. Our specialty is to provide investment and financial planning suitable for you. I wonder if you are free now. I'd like to spend some time discussing it with you?

Wrong point:

1. Direct mention of the product itself, but no mention of the benefits of targeting customers.

2. Don't ask the customer if he is free, just ask for the time.

promotion methods

1. Preparation in advance

When calling prospective customers for the first time, you must make outlets and introduce yourself within 15 seconds to arouse the interest of prospective customers and make them willing to continue talking. To get prospective customers to stop what they are doing and be willing to talk to you, account managers should clearly let customers know the following three things:

Who am I/who do I represent?

what's the purpose of calling the customer?

what are the benefits of my service to customers?

second, the correct case

account manager: "hello, miss Chen XX? I am XX, the account manager of XX Branch of XX Bank. Our branch has launched XX service specifically for your VIP customers this month. The reason why I am calling today is to invite you to participate in our activities. We also invited some other VIP customers to participate. When you come, you can also communicate with our other VIP customers? "

III. Summary of skills

1. Mention the names of the Bank and outlets.

2. Tell the other party why you are calling.

3. Tell the other party what benefits it may bring.

4. Ask the prospective customer related questions, so that the prospective customer can participate.

bank telemarketing

1. Overcoming psychological barriers

I think most people who have entered the telemarketing industry have experienced this process. How to do telemarketing well? At first, some people will think that they just call every day. What's there to be afraid of? You may not feel anything if you make 111 or 211 calls. What if all of them refuse you? What if you were asked to make 121 calls every day, and most people would refuse your calls? Then we will be afraid to see the phone, stare at the phone number in a daze, and dare not dial it out. Even if we get up the courage to dial it out, we are secretly hoping that the other party will never answer it. After this series of reactions, we will start to be afraid, afraid and confused. Why is this industry so difficult to do, and why don't customers accept me?

In fact, not only you but everyone has this idea, but we must know the 28 rule and the law of large numbers. As long as you keep fighting, the deal may be the next one. Some people may think it's self-consolation, but it's actually the experience summarized by predecessors. In other words, if there is no income from calling, why does the company invite us to call? The company recruited us not to torture us, but because they can make money. If he can make money, won't you make money?

2. Improve telemarketing skills and speech skills

If you have overcome your psychological fear, congratulations, you are better than 61% of telemarketers, because many telemarketers can't overcome their psychological fear and quit at this time. Or because it has not improved, it has been persuaded by the company.

Then 41% of our telemarketers stay. The following is to improve their telemarketing skills and verbal skills. At this time, even if we don't have the timid psychology as before, we are often stumped by all kinds of questions from customers because of our unskilled business.

Actually, it doesn't matter. It's normal. If the company you work for is a regular telemarketing company, the company will take the initiative to organize this group of employees to carry out speech skills training and skills training. What you need to do is to use snacks in each training and complete the homework assigned by the lecturer, so the basic problem is not big. If your company doesn't have similar professional training, it doesn't matter. We can ask our predecessors for advice, sort out their customers' doubts and tactics, and memorize them by heart. Then these tactics will be yours if you practice them several times. Over time, your phone skills will be improved a lot.

it must be remembered that only in practice can you make the fastest progress. Don't be afraid to tell your customers that you have run away. There are plenty of customers, but if your ability is not improved now, when will it be?

3. Face-to-face communication with customers

The telephone is just a tool. If you think that you and your customers are developing well, you can talk face to face. Even if you can get the customer to place an order on the phone, you will always send the invoice and contract to the customer, right? At this time, we need to communicate with customers face to face.

But many salespeople are totally different from those on the phone when they arrive at customers. He answers whatever the customer asks, and completely becomes a commentator. When the customer has no problem, he doesn't know what to say. At this time, we still need to practice more. Of course, if your customer is about to close a deal, or has already closed a deal, then you should try not to practice with such a customer. After all, it is not easy to close a deal. If the seniors want to visit customers, we can follow behind and pretend to be a helper, but in fact we are learning from experience, which is much better. I used to like to follow old employees to meet customers. What's wrong with being a "second child"?

4. The customer clinched a deal

At this stage, other places are fine. There is a problem to be said. Many salesmen have developed a good relationship with their customers, and it is time for them to sign the bill. At this time, they hesitated and were embarrassed to speak. This kind of situation often happens, especially for beginners. In fact, we need to know what we are doing so hard. If what you sell is really beneficial to your customer, there is no need to worry at all. You are helping him, and the transaction belongs to the transaction, and the feelings belong to the feelings. The customer is also very smart. Since he decided to buy it from you, he must have thought it over, so at this time, there is no need to look forward to it and push the order decisively.

5. Maintain customers

Things are sold well, but it doesn't mean that they will be fine. Call them often and ask them how things are used. After a little longer, you can visit again, always maintain your feelings, and pave the way for customers to refer. Of course, if you and this client have become good friends.