For a
telemarketing strategy to be truly effective, you must have a well-planned prospecting
program. Through this, you can identify potential customers and build a list of
contacts who will be receiving your telemarketing calls. The program initially collects
basic information and subsequently gathers more specific data on the prospects.
In line with
that, here are some important aspects to know about prospects:
·
Relevant character
traits – Do they have the financial capacity to buy your products? Will they
need your services?
·
Buying patterns and
frequency – When do they usually shop for products like yours or hire your line
of business? Do they go to stores or offices directly or prefer phone or online
transactions?
·
Preferred channels –
Will they appreciate your outbound calls, or do they prefer other means of
marketing like email, social media, and other online platforms?
The process
allows you to efficiently maximize your resources, since you won’t be calling
individuals who may not be part of your target market. Companies who rely on
general customer lists could end up with outdated or useless information.
Others in the list may also have traits that make them unsuitable for your
products and services. By screening or refining your prospect list, you can weed
out unusable contacts and invest time, money, and effort on profitable prospects.
Since your end-goal
is to find the right people to sell to, you should also seek the right people –
skilled, professional outbound call center agents – to perform the
telemarketing service for you.
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