Telemarketing tools can lower the acquisiton cost per customer.
One key to effective telemarketing is productivity. More calls made per hour using automated tools and a good sales approach will result in more sales. Understand available telemarketing tools, and you will improve the performance of your telemarketing team.
Telemarketing Scripts
The most important tool for telemarketers is a script. A script provides guidelines for what a telemarketer should say to achieve the desired results. Scripts include an opening statement to get the prospective customer's attention, a sales proposition and a closing statement to achieve the desired objective. Scripts also include possible objections from the prospective customer and recommended responses. They also include strategies for getting past a gatekeeper. A gatekeeper is a person who takes phone calls.
Auto-dialer
An auto-dialer will automatically dial phone numbers from a list of prospects supplied to the dialer. Some auto-dialers are built into contact management software and automatically prompt the telemarketer to enter the results of the call as the call is being completed. Some of them also will place the next call in a list of calls to make as soon as a call has been completed.
Predictive Dialter
A predictive dialer is a computerized system that, like an auto dialer, automatically calls phone numbers. Unlike an auto-dialer, a predictive dialer automatically dials numbers while a telemarketer is on a call and delivers calls to that telemarketer only when a person answers the phone. This reduces the amount of time a telemarketer spends on the phone calling numbers when no one answers or when an answering machine picks up the call.
Call Monitor
A call monitor is a telemarketing call center feature that allows a manager to selectively monitor telemarketer calls for the purpose of listening in on the calls and providing feedback to a telemarketer so that he can improve his calls. The call monitoring system is also used to make sure a telemarketer does not misrepresent a company's products or services.
Telemarketing System Software
Telemarketing system software is used in most call centers. Its features include the ability to display prospect details as an outbound call is being made, record the results of each call, process orders, and schedule follow up phone calls. Such a system also provides telemarketing call center management with valuable reports to review and manage a telemarketer's activities. Reports contain such information as number of calls made per day, the number of decision makers reached each day and the number of sales made for day.
