{short description of image}
{short description of image}
{short description of image}
Print Your FREE Pass
AND Then Register



HOME
MONTHLY COLUMNS
PubTalk
Dear Editor
Dealer Help Line
Bill Farquharson's
Audio Tip
Sales Corner
Marketing Tips
Career Opportunities

{short description of image}

OUR PARTNERS
Advertising Partners
Yellow Pages
{short description of image}

{short description of image}


{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}


{short description of image}


{short description of image}

SEPTEMBER 2012





Telemarketing Do's and Don'ts

Bob Licari

Telemarketing or phone canvassing to prospects or business categories that typically utilize the services and equipment you are providing is a business practice that has been around for close to 40 years. Bell Systems Communications created the practice in the 70's, as a way for telephone companies to advertise their own services. The successful concept soon spread to many other types of businesses.

The main ingredient of a successful telemarketing campaign is first making sure your information is correct and in tune to your objectives. An efficient way to organize all the information is to target only prospects with the highest ability to purchase what you are offering. Narrowing down your lists to certain demographics or geographical areas will also help you to concentrate your efforts and allow on-site scheduling of demonstrations resulting from the sales calls to be well organized and efficiently mapped.

In most cases training your salespeople to market and contact customers in the areas they sell their products or services is the most productive method for equipment dealers. Some, without the in-house skills or desire outsource the contact calls to call centers for a fee. As an equipment dealer, nothing is more productive then a well versed and well trained sales professional that can understand the business and the customers we serve. Sales professionals reap the benefit of their industry knowledge and skillfully work it into the call. Most will set more appointments and close more sales then "canned" telemarketing script readers. Most people prefer direct contact and sales calls from someone knowledgeable of their business. Having your sales people make calls directly from your office can present a higher level impact on your prospect.

Know why you are calling: A good thing to always start off with is the reason for the call, the name and function of your business, and any other helpful information.

  • Don't BS. As the call itself is a sales call, the main purpose is to gain the trust of the prospect.
  • Be honest and as well-informed as possible. Ask the right questions, and be prepared with answers!
  • Phone Lists: Your phone lists must be updated and maintained or you will be wasting many hours.

Setting the target market for your business and striving to keep this data accurate can help increase your success. In order for your business to maintain its professionalism, it is important to always introduce a consistent business image to buyers and subscribers, and also to make sure that whoever contacts the customers has an adequate understanding of your products and their merits.

Author Bob Licari says this about his cave.... "It's not such a scary place if you have the right guidance. Come and let me lead and show you the way!" Bob has served the Mailing, Fulfillment and Packaging Industries for over 35 years. He can be reached at boblicari@devlexintl.com.

{short description of image}





NEWS
Dealer News
Industry News
People in the News

{short description of image}

VISIT US
Graphics of the Americas
Graph Expo
SGIA

{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



{short description of image}



Fichera Publications · 1919 N. State Rd. 7, Suite 202· Margate, FL 33063 · 800-327-8999· 954-971-4360· Fax: 954-971-4362 · email us


Site designed and maintained by DBS Marketing Services