Use advanced technologies to free up managers' time from constant phone calls during the working day. The latest developments in this area allow integration with CRM systems, IP telephony and making calls. This will help create a complete communication network in your company.
Many services and technology programs offer opportunities to improve and monitor sales, including tools for cold calling potential customers. Before you can start using them, you need to ensure that you have the right infrastructure in place.
Integration of IP telephony with CRM system
At the moment of a cold call, the CRM system area code philippines mobile automatically receives all the information about it. It accumulates call statistics, saves conversation records and creates a list of contacts for automatic callback.
Reverse call
This process involves automatically calling people on your prospect list who you have not previously contacted.
Using an alternative number to make calls
There are two main reasons why this may be necessary:
Technical aspects : Usually managers prefer not to use their personal mobile phone for customer calling services.
Psychological considerations . When a subscriber sees on the display a number from which he has already been called several times, he may deliberately ignore the call. With an unfamiliar number, he will probably not refuse to talk.
Automating the process of entering leads into CRM
Creating and maintaining order in a database is a time-consuming and labor-intensive task. It is more efficient to use automation and make the work of managers easier. After all, if an employee spends about an hour a day processing data, then up to 20 hours accumulate in a month. This time could be spent on other important tasks.
It turns out that when there is no need to communicate with a live person, most people prefer to receive calls from automated systems.
Read also!
"KPI for the commercial division: calculation methods and adaptation"
Read more
Assessing the effectiveness of customer calls
Telemarketing stands out from other types of advertising communications due to the ability to receive immediate feedback from customers. This allows unlimited adjustment and improvement of the strategy and key components of telemarketing.
Monitoring the effectiveness and adaptation of tactics should be done in real time, where marketers need to work closely with call center operators. If three identical objections are received in a row, new approaches must be immediately developed, the script updated and the operators informed about it.
Once you discover a difference between the needs of your target segment and your own assumptions, you need to urgently adapt your offer.
In these conditions, telemarketing is turning into a dynamically developing system, capable of quickly adapting to changes in the external environment and evolving right before our eyes.
It is known that the greatest chance of survival is not the largest, but the most adapted. Using the trial and error method, you will soon acquire a highly effective tool with minimal costs.
Now let's move on to a key aspect of telemarketing strategy that has particular commercial value: performance indicators.
In addition to basic quantitative metrics such as the number of calls made and conversion rates, it is important to consider qualitative attributes. Although they are indirectly related to the telemarketing process, they allow you to most fully evaluate its results from a practical business perspective.
Assessing the effectiveness of customer calls
Source: shutterstock.com
ROMI is a measure of the effectiveness of advertising investments. Well-organized telemarketing can demonstrate impressive results in terms of return on investment due to the extremely low cost of using telephone communication as the main tool.
LTV is how valuable a customer is to a company over their lifetime. This metric becomes especially important if an organization prioritizes long-term relationships and does not follow the “buy and go” principle.
In such cases, the overall value created by the customer may increase so much that the initial acquisition costs are no longer significant. To strengthen the relationship, the company may offer personal meetings at prestigious restaurants and give valuable gifts to its regular customers.
Telemarketing has a high level of engagement and long-term customer value (LTV), making it unique among other marketing tools, with the exception of account management.
A strategy that includes a sequence of preliminary contacts allows you to regularly close new deals. Through constant interaction and the development of trusting relationships, customers remain loyal and do not seek to turn to competitors, feeling confident and protected with your comp