Friday, July 9, 2010

Telemarketing Still Can Drive Sales

If you’re in business and you’re not calling customers and taking to prospects you will not close as many sales as you could.

No matter that email marketing costs next to nothing. It makes little difference if you direct mail piece is so well designed and with right offer into a perfect database that your prospect knows they need to do business with you. If you don’t make the call your chances of success drop off significantly. People still need the personal touch of voice.

If you’re a small to midsized business look at your larger competition. Larger businesses are finding they can use a telemarketing attack and effectively reach into the small and medium business market. The sales might not be as large but there are more of them, so the risk of attrition is spread out over more customers.

Maybe because I live in the b2b world, and not the b2c, but in my limited view of the world, companies need to be more flexible and faster than ever before. Cell phones and wireless internet make salespeople not be on vacation even if they are. Prospects expect answers to questions, needs and quotes in 15 minutes not 1 or 2 days. If you’re not there hitting that movable target with an increased urgency your competition will and is. It might mean blending email and online marketing and adding in the telemarketing element and pound your message down.

As prospects what information now, as the need to validate you as you speak, more and more times we are either sending emails out as we talk to the prospect of within 5 minutes of the call. If there time line to buy is not NOW, that is what the sales funnel is for. Make the hand off to the sales department and just say NEXT!

Larson Notes & Satire: Here at Larson’s we have a method to go after new accounts. We really have a few methods that we use for ourselves and our clients. Do they work? Well, I just closed one new account today and one two weeks ago. Is that a lot? If your sales goal is 3 to 4 closed new accounts a month, that looks pretty close to on target to me.

I have never heard of a company going out of business because of too few sales. So tell me, if your company got between 36 to 52 new accounts this year would that make a big improvement on your companies viability, sustainability and profitability?

So I say again; NEXT!

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

P.P.S. An American Company, marketing American Companies! Call or email to get an appointment to pick my brain (a $125.00 value) for 30 minutes.

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