August 08, 2014
By Ed Silverstein, TMCnet Contributor
Companies devote a lot of money and resources to their telemarketing campaigns. The last thing they want is for customers not to remember what was communicated. Ideally, they will leave a lasting impression.
Many sales prospects, particularly those in the business-to-business sector, are more likely now not to pay attention. There are so many other things that can divert someone’s attention in a busy day. Just think about the variety of communications and social media sites that may demand their time.
So, more than ever, a drive-by pitch made during a phone call is simply insufficient. “It needs to hold their attention long enough that they don’t just brush you off like they would a random banner ad or brochure,” Matt Ford advises in an article for Business2Community.com.
It is interesting how he points out that people have an easier time remembering something that is predicted for the future. A sales prospect will likely remember a call better if he/she knew you were going to call again or somehow follow-up with him/her, he explains. The sales prospect also needs to know that what you are telling him/her is relevant, especially when it comes to your “value proposition.”
“Your calls need to touch on a problem your prospect would like to solve (preferably soon),” Ford recommends. Also, telemarketing campaigns need to have a “set lifetime” and a “consistency” in order “that your own message stays fresh for a while,” he adds.
Given these requirements, to get the kind of information important to sales staff and sales management, remember what is offered by VanillaSoft, the sector’s leading software for sales-by-phone. VanillaSoft offers inside-sales and sales-by-phone software that businesses can use to improve their bottom line.
Edited by Rory J. Thompson