How to Use Inbound Telemarketing to Close More Deals
You can use inbound telemarketing to provide clients with additional information, take orders, upsell products and services, answer questions and concerns, and many other reasons. It’s a cost-effective and worthwhile selling technique if done correctly. Here’s how you can use it to close more deals.
Get People Calling
Firstly, inbound telemarketing requires clients to call your telephone number. If people aren’t calling in, you’re not going to see results. You have to give your customers a reason to call you, so display calls to action that entice them into picking up that phone. Your calls to action should be directly related to the reason why you’re taking on inbound telemarketing, for example, to get people to register for a webinar, to call in for product set-up instructions, or to buy a product you’ve been advertising.
Then, you have to display your hotline number in your marketing materials, on your website, on your social media sites, and anywhere else you can think of so you can make it as easy as possible for them to call you.
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Qualify Callers
To get the best results, you should be qualifying your callers before forwarding their calls to your sales representatives. These customers and prospects have already pre-qualified themselves by calling your hotline—they’re already interested in your business. It’s now up to your front-end staff to ask qualifying questions to see whether or not they’re far enough along the sales pipeline to warrant handing them off to your sales reps. You don’t want your reps wasting their time on customers who don’t intend to buy anything.
Train Your Employees
Inbound telemarketing is a different selling technique, which requires a different set of skills. Your employees need to excel at customer service to ensure that the callers’ needs are effectively met and that they feel as though they are cared for. The first staff members to answer the calls also need to be trained in asking the right types of qualifying questions, and your sales reps need to know how to effectively upsell and cross-sell in order to close more deals. Your employees may want to work with a script for the beginning of the training sessions, but they should be able to go off-script when needed.
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Following Up
Not every caller that your company talks to will be ready to buy. That doesn’t mean you should give up on them because they’re not far enough down the sales pipeline. Instead, make it standard practice to follow up with your currently unqualified prospects in order to build nurturing relationships with the callers until they are ready to buy.
Track Your Results
To close more deals, you should continuously be tracking and analyzing the results of the calls you get. If you’re not seeing great results or you’re seeing the same problems persist, you can find out what you’re doing wrong so you can rectify the situation and make more sales in the future. Tracking your conversion rate is standard, but you should also be tracking the reasons why some prospects were abandoned so you can see which part of the process is your weakness.
Reactive Selling
Inbound telemarketing is a form of soft selling—it’s reactive. It can be highly beneficial to companies that want to sell on the phone, or upsell and cross-sell to their customers. One of the most difficult parts of business is reaching customers, but with inbound telemarketing, you can get these customers calling you, which makes it much easier to close more deals. Not only will your sales increase, but so will customer satisfaction.
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