Phone Marketing

[Introduction]

Telephone marketing (Telemarketing) is a relatively new concept in the 1980s in the United States. With consumer-driven market and the formation, as well as telephone, fax, and other popular means of communication, many companies began to market this new type of approach. Telephone marketing is not random played a large number of calls, touch on luck to sell products from several samples. The phone often lead to consumer resentment and counterproductive. Telephone marketing is defined as: through the use of telephone, fax and other communications technologies, to achieve a planned, organized, efficient and expand customer base, increase customer satisfaction, customer maintenance, such as market conduct practices. The success of telephone marketing calls to both sides should be made to understand the value of telephone marketing.

Telephone marketing and many related terms, direct sales (Direct Marketing), Database Marketing (Database Marketing), one-to-one marketing (One to one Marketing), the Call Center (Call Center), the Customer Service Centre (Custom Service Center), etc. encompass all its content. These technologies focus on different aspects, but the aim is the same, that is, take full advantage of today's advanced communications computer technology, create business opportunities for enterprises, and increase revenues.

Here I would like to explain to focus on database marketing (Data Marketing) concept. Overseas, the daily mail pitch in a lot of advertising and the sale of housing, daily necessities, life insurance, etc., they are referred to as DM (Direct Mail). DM response is very low, generally around 1%, the vast majority DM directly into the containers. But if According to the survey data only to the DM will be distributed to those in need, people who may become customers, will greatly improve the response rate may generally be increased by 10 times to 20 times more. Database marketing is based on the data needs of customers looking for a set to start business activities. There are two sources of the database: their own enterprises or accumulated purchase from the outside.

[Telemarketing] market background

General urban households now have everything, in the shopping malls of goods is Ling Lang everywhere. The increasing number of consumers paying attention to the added value of commodities, and commodities concern is not only the basic functions. For example, the product can achieve the "services", "safety and security", "save time" and "cost savings" and so on, those consumers to choose their own meaningful, valuable commodity.

With the addition of information in the development of television, telephone, fax, Internet penetration at the same time, consumers have also gradually learned how to skillfully from the large amount of information to obtain the information they need. In this way, consumers do not have to specifically go to very far places, only in their own homes through telephone, fax, Internet will be able to get the necessary goods and information.

Modern enterprise, if as in the past, simply use its own operating resources development products, and sell them to those who do not have any choice for the customer, it is difficult to continue to survive. Understand the intentions of market demand, it is also necessary to consider what the customer layer, increase the added value of what, through what channels and media sales. In other words, the use of all possible opportunities to collect market information and analysis to its absorption, and then expand reproduction, the process has become an essential element of success. At the same time this process must be completed efficiently. In addition, the most appropriate customer-related investment and with specific customers to maintain a sustained growth of the relationship between the modern enterprise is also very important.

[Phone Marketing: Let your customers like dozens of reasons:

First, we should sincerely say

Only sincere person can only win the trust. We can not in order to improve individual performance, to persuade an annual output value of 5 million, twice a year to recruit people to do a business of our senior member. It is unrealistic and will be disgusted by the customer. First, we should from the company's customer base, in their respective professions, the scale of such factors as much as possible understanding of the upstream resources, judging from the situation continue to communicate with customers, enabling customers to feel we are professionals. Secondly, we in the HR manager with the company chat, to learn about the person's temperament, loving. If this were relatively busy, you put the customers, as defined, can also Bangqiaoceji, some sweet talk, their assistants or colleagues to understand. I think you know these, you will certainly be of great help offensive. Reportedly, President of the United States in Washington before a meeting with guests, the first day of the evening are to be seen in the person's interests and hobbies, Why not go ahead of us?

Two, and give customers a reason to buy

To the East Gate shopping last month, walked into a store, the proprietress of a warm welcome to us all kinds of clothes. After a few tried to find satisfaction not only look at the proprietress very warm, it is not directly Haoyisai away. I unexpected, as we visited for a half-hour thinkwhen she tried to those clothes we fight all the packages. I say we should not, some of the expressions on the proprietress has changed. Finally, I said, you give me a reason to buy! The owner nothing.

Always grasp customer needs and affordability understand the mentality of customers is the key to the final transaction. Very often, we do a lot of things, have wasted a lot of time, could eventually go for the goal on the Dawai. Above, I like to buy clothes, is to go originally, not too strong demand, but look at the availability of suitable, it is seen on the Amoy one. I think she can to become a big customer, whether from the reception to the final volume of transactions are in accordance with this level to achieve. The same as we do sales, a small company clearly only 12 strokes, we are with him throughout the year on such transactions to ultimately inevitably intensify the difficulties, but also bring benefits to customers not bad influence.

I fail most of the wife is the last point lost his temper mean, I would like to have is not to buy this, look at her Fortunately, the awareness of serving the people, this is rare, the next if she will buy things here, think She would like this half-hour is worth the talking. However, we sometimes too quick success, and promised, or acquiescence of the matter, did not materialize, we will often with little emotion, and customers so there will be obstacles to the exchange. We need to know the work is for sale, there are more elements in the service.

Remember that before they left a club, I read a review of the sales office, that the characters still Zhese several eye-catching: the customer is always right.

Third, let his customers know that a person not only bought this product

Humans have sheep mentality, the operational staff recommended products in a timely manner and he told some customers in the same or similar businesses or companies have purchased this product, particularly of the competitors is this purchase. This will not only give him to the psychological shock, but also the desire to enhance the purchase. According to experience, the company buying the same type of product, will certainly buy more advanced than our competitors, in order to fight against each other taxi gas.

4, enthusiastic sales most likely to succeed

Do not ask customers products, I say to you, a quote, you look at. Unless a client is very tight circumstances, you will see that a quote. It should also be said earlier, I am sorry, but you have to give introduced products, this could allow you read. Allow customers always feel you had in her body, she felt unrestrained feelings, such as flu-like iron Sunburn her. If time allows, that is, there is no demand, there is no demand or customers, we should also sincere and warm hospitality to them, who knows what her job is, she is what background she did not need her husband did not know how the demand; She did not demand, how her friends know that there is no higher title of a person? This is what I do, "Hui Ren Shenbao" the friend told me. Yes, we should have "extended, the people of the world are graduates of customers.

5, before the performance, not in a self-righteous

Many customers do HR little knowledge on the personnel work, the more we come into contact with, is a front desk clerk, or the personnel, and sometimes will ask some very naive question, please at this time we must not opinionated, that they understand about what , as a fool customers. Many customers do not like that elated, very deeply their own clever salesmen. If the customer really wrong, clever little and let him know that other people often make the same mistake, he is only guilty of the majority of people are just easy to commit mistakes. Many people close to life at home two rules: one, the wife is always right; Second, even if their wives are wrong, according to the first implementation. Outside the company, as long as you put the word slightly modified, a customer is always right, even if the customer wrong, it is our fault. I believe you is not only a "new man", but also a work of outstanding sales.

6, to listen to our customers, understanding customers think they think

Some clients want to buy his products are clear requirements, to listen to customer requirements to meet customer demand will make sales more smoothly. Instead of blindly would like to sell their products, unreasonably interrupt the customer, the customer's ear droning on, in all likelihood will fail.

7, you can give customers what kind of services, please listen to the customer said, can do to the customer

Customers not only want your pre-sale service, in the hope that you buy a product, to get good service, continuous telephone, holiday greetings, and so on, will give customers a good feeling. If agreed to, things do not find an excuse to delay or refuse to do, such as gifts, the timeliness of invoice sent.

8, not to denigrate others, before

Although competitors such as the poor or, should not, in the face of slander others to build himself up, this is very stupid, customers have often cause psychological repercussions. At the same time should not say that his company's Huaihua, in the face of complaints, not all the companies, customers will not be confident in putting on a talent recruitment even its own employees do not agree with the company.

9, when a customer has no intention at the time of purchase, do not use Laodiaoya sales tactics to pressure him

In many cases, customers do not have the intention to buy your products, this is the time to take the initiative or to continue to retreat to his perseverance sales? More appropriate approach is to retreat into, can be converted topic chat Point clients interested in things, or to look for opportunities to visit again, to the customer to purchase a psychological preparation process, do not want to further testament to immediately After all, this is the less fortunate the.

10, as the enemy troops, the rewards for the next

Clouds of War: for the enemy troops, the rewards for the next. Only you have the customer's heart, as her partner before you as a friend, so you will be the business of long-term, your friend will be more and more. Professional managers to do the big brother told me that only you made a friend of the customer, you will become broader and broader way to the contrary, it was just a flash in the pan.

Psychological not necessarily Daiyudarou entertainment, corruption, the icing on the cake as timely help. Peacetime greetings to the Chinese New Year holiday, the sentence for life,conditions, a glass of wine, enough, enough!

Duguqiubai, a Dugujiujian are known for. 9 sword, breaking several of the most superior gas, gas-broken cloud: a body to deal with the enemy by using the internal organs, and that's God,bent.

[Phone marketing of the benefits to the enterprise:

Promptly grasp customer needs now is the era of multimedia, multimedia interactive is a keyword (Intractive) that the two sides can communicate with each other. If we think carefully, and other media such as television, radio, newspapers and so on, will only news and data unilaterally pass each other, the only communication with the other side is the general telephone communication tools. Phone in a short time to listen to the views of customers, it is very important business tool. By the two sides to communicate, enterprises can understand the communication needs of consumers, opinions, and thus provide targeted services, and provide reference for future business.

Increase revenues telemarketing enterprises can expand their turnover. For example, like hotels, the Hotel Reservation Center, not only simply wait for customers to call reservations (Inbound), if customers to take the initiative to call (Outbound), it is possible to get more bookings, thereby increasing income. Because marketing is an interactive telephone communication, customer telephone (Inbound), is not limited to the reservation to meet customer requirements, but can also consider conducting some cross-selling (selling outside the requirements of the relevant products) and value-added resellers ( selling higher-priced products). This will expand the business turnover and increase enterprise efficiency.

Protect their relationship with customers by telephone marketing can establish and maintain customer relations marketing systems (Relationship Marketing). However, the establishment of a customer relationship, we must not rush immediately effective, there should be a long-term vision. Enacted stringent Scheme, the pursuit of enhancing the level of customer service. For example, during the visit clients, careful attention to the customer purchased products, services received, on the advice of the clerk call center response, as well as the purchase of store attendants response. Under these data in mind, the future will provide a wide range of telephone marketing help.

In regular contact by telephone, in the human cost is visiting can not match. In addition, such connections can close the relationship between businesses and consumers, and enhance customer loyalty to the enterprise, enabling customers more products like enterprises.

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Unwanted Telephone Marketing Calls
Mitsubishi tapping out of the phone market?

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