CRM and telemarketing success
I have often received some telephone sales personnel, some pulling tiger, saying that he was a well-known companies, a government department staff, hoping to raise the rate of telemarketing calls, but it backfired; some people to promote their products wrapped around die Black to play ad nauseam.
Who is the most successful phone sales?
In 1998, when the rest of the world has done this has been very successful multinational computer company in Xiamen, Fujian, Xiamen Hubin East Road, Taiwan recruiting talent exchange centers are located, when no one thought of this so low-profile U.S. companies in China now there will be such a good performance.
Into the Dell, you can see an open office environment, thousands of square meters of space for one looked, hundreds of wearing a telephone headset telephone sales representative hectic conversations with customers, handle thousands of calls per day, the computer to sell directly to customers. There is no doubt that Dell’s telephone sales are very successful. Love ERP Network
Dell’s telephone sales success, in fact, it is a telephone SIP sales success follows the basic principle. These fundamental truths are at least the following points:
First, for telephone sales of products will have to pay attention to. Not all products are applicable to telemarketing. In general, suitable for telephone sales of several products to meet the following basic conditions: First, relative to the target market of this product should have access to life-cycle maturity; Second,seo, users must demand for the product is relatively clear; Third, the customer payment until a later time can put up with the goods, otherwise customers will often choose instead to buy other channels. Typically, to meet the above conditions the products include: PC, mobile phones, books, daily necessities, the simple financial products, telecommunications tariff packages, and insurance services.
In this sense, where the need for experience, trial products, such as: enterprise software, furniture, equipment, etc. not suitable for telephone sales, a few words to say clearly to services, such as domain name registration services, advertising services, compared with telephone sales methods effective.
Second, we must step by step development of customers, each stage using the appropriate combination of marketing tactics. The so-called progressive, that is to follow the development of client’s general laws, different stages of different customer contact, customer acquisition or sales strategy, can not be aggressive.
We can be divided into four stages of development clients or the clients are divided into four types: potential customers, prospective customers, the new contract customers, old customers. For different stages of customers should adopt a different mix of marketing tactics. For example for the potential customers, the main product is to disseminate the message to them and cause their IPPBX attention, then, can be used direct mail, e-mail, fax, traditional advertising and even the cold breath,mba, etc.. When potential customers are interested in purchase, they may be adopted by incoming, return mail or online registration, etc. as potential customers, the corresponding, as the telemarketing side,
Not only offers a variety of user-friendly means of contact, but also possess a strong telephone sales skills, telemarketing real step forward from the beginning.
Many unsuccessful telemarketing project is unsuccessful, that is because there is no gradual development of the customers, for example, some projects directly with cold breath, resulting in harm to the customer, resulting in the failure of telemarketing.
"The labor wants, we must first sharpen his tools." We are often quoted. Confucius told Zi Gong, a person or process to do manually, in order to complete the work, do a better job, should first get a tool ready. DELL CEO Michael Dell said: "Information technology is the winning of universal norms", no doubt, DELL deep dumb CRM way. Therefore, we manage customers also need to choose a good management tool.
If you want to implement the model of phone sales, CRM to be your most important weapon that we can through a variety of ways (e-mail, cold breath, advertising, direct mail) customer focus, etc., so that your potential customers become your potential customers. Then prospective customers into buying customers, which requires CRM system to help you dynamically adjust and manage client properties and stages. XToolsCRM ( ">
Telemarketing to have a good client list, good data management. Telesales different from traditional sales is one of the biggest feature is more targeted and more interactive. A successful phone sales, we must accurately identify the target customers, to sell them targeted products and services. Telephone sales, may be aimed at potential customers, may be aimed at old customers, different customers, and its data collection methods and analysis methods will be different. How to get data? A purchase, lease, or with other corporate data together? How to ensure the quality of data to buy or rent? How to clean data (row weight, to counterfeit, troubleshooting)?
How to analyze customer type and customer type matches the corresponding product or product mix? These details are carefully done or not, will affect the call success rate and cost of sales revenue. CRM software can very well handle the details.
CRM data management is an integral component. CRM data management refers to the data storage, data security, data maintenance and so on. Dell’s telephone sales success is also effective in that it has a very good data management team, detailed analysis of customer data and scientific manner. Similar to XTools rental-type CRM as a Small Business customer data management, a powerful weapon, because XTools they would provide data security, data maintenance.
In addition, professional phone sales technique is to implement a successful telemarketing guarantee. The whole process in a telephone sales, telephone sales techniques even get on the real swords and spears. Whether you’re behind done more good, if the telephone sales representative in the sales technique to use properly, will eventually fall short. A successful sales call, opening to the demand for recognition from the telephone, and then recommended to resolve concerns from the location, and finally to all aspects of transaction thank-you need a good grasp of. It is worth mentioning is that telemarketing is not entirely dependent on the telephone script, a good telephone sales representative can reasonably use a standard telephone script,
Used to be personalized to achieve a perfect sales. Telephone Script (sales, then surgery) Are you prepared it?
Telesales need to solve the payment and distribution issues. Distribution of this link are not normally do a lot of telemarketing companies paying attention, I feel a sale, and distribution do not care. In fact, from the customer’s point of view, buying a product is a complete experience, this experience is not just the product itself is good or bad and sales personnel, service attitude, but also the convenience of payment and distribution services for a good ring. If a customer wants to buy a product, he had to go to the bank ranked team for a long time or at home waiting for Godot distribution personnel door will affect the entire purchase process satisfaction.
Solve this aspect of the problem is a further guarantee the success of phone sales. For example, Dell, for the user-pay, providing a number of options, or even staying at home and will be able to pay the money. Convenience of the customer, is to reduce the customer to purchase threshold.
Telephone sales methods and the integration of CRM software
We need to find an operational CRM applications are relatively simple software, simple operation and the significance are: sales staff is willing to use to look at CRM as one of their auxiliary tool not a burden. Application is simple: do not have too much trouble could be implemented, including the right software, set up, training of employees.
Conclusion
The above mentioned telephone sales success of a few basic links, with a very general sense, applicable to many industries, the implementation of telemarketing, it may be his own idea of which first a science, to prepare that, if followed these basic principles, and drop into practice, then the phone sales to succeed bad if it tried.
Whether you want to implement the phone sales, DELL phone sales model are all deserving of our research and analysis, we can see that behind a successful company must have support for his model to successfully manage a direct sales model telemarketing a "sharp weapon", DELL model of accomplishment.