The telephone sales channel has the potential to be the most effective method of generating volume sales and building customer loyalty, but you need to use it in the right way…
Providing the product is right and your audience have the relevant propensity to buy, a telephone strategy can be the best way of increasing sales. That said, your sales team must be clear about what that strategy is, and must employ guidelines and specific techniques to their practise. First of all you must identify what it is you are aiming to achieve. There are a number of areas of selling which telephony is a perfect fit for, and you should work out what your aim is and use that as a starting point.
Customer Acquisition – Use data to establish an audience, then use telephony to gain new customers and establish new revenue streams.
Maximising Revenue – Telephone marketing can be used to up-sell and cross-sell to existing customers. This will increase your existing revenue streams, while at the same time building brand loyalty.
Customer Retention – You can retain existing customers at the point of cancellation or regain customers who have cancelled.
Inbound Response – While not proactive, responding to enquiries is also a great opportunity to increase sales. Not only can you enhance the reputation of your brand, you can talk directly to people who you know are already interested in your products or services.
Once you have identified the primary method of sales you need to establish a strategy and a sales message. This must be adhered to by your sales team and refined over time to ensure you are getting the best possible results. When we talk about “results”, we are talking about more than just conversion and response rates; we are also talking about operational efficiency. Think about reducing call lengths and wrap times to increase your cost per sale. You also need to be able to manage this performance and productivity to improve it as your campaign progresses.
At Ant Marketing, we have the experience you need to make the most of any sales channel. We are able to add value by helping you improve your sales strategy, sales message and scripts to produce the best results possible. If you’d like to know more about how we can work with your business, please get in touch.