When telemarketers are nervous or procrastinating, research can suddenly seem like the most important thing in the world. Telemarketers who are putting off their next call often begin trawling the target business’ website, carefully looking up their products, services and history, mentally preparing themselves for the upcoming call as they go.
Though this sounds like a sensible and thorough way to prepare for a call – and there’s no denying that a bit of research can make a big difference to the quality of your communication – spending five, ten or even fifteen minutes researching a company every time you make a call is very impractical. Not only is it unnecessary, research is time consuming. Too much research can put a serious dent in your productivity and can prevent your company from getting the results it needs from its telemarketing campaign.
Productivity and success
On average, reaching a senior decision maker in an organisation takes between eight and twelve attempts. If a telemarketer spends valuable time researching a company before picking up the phone every time, their productivity will be severely reduced and it will take them a lot longer to hit their targets. At Blue Donkey, we’re used to making the most of every moment we’re working on a project. We want to give our clients maximum value, so we’ve developed techniques for making our research more efficient and our call rate much more productive.
Instead of looking through a company’s website before we pick up the phone, we begin dialling while simultaneously logging onto their homepage. This gives us the time we need to have a quick look through the products and services on offer and to get an idea of what the company stands for. With a bit of skill and practice, this will provide us the information we need to ask insightful open questions and get the person we’re calling engaged in the conversation. As well as boosting productivity, this mini research technique ensures our telemarketers don’t develop any preconceptions about a business or how they’ll react to the call. By avoiding assumptions, we can ensure we approach each call on its own merits and get more out of our interactions.
As an outsourcer, everything we do at Blue Donkey needs to be benchmarked, measurable and based on best practice. We need to be powerful and effective on the phone, but we need to do it fast. To help us to achieve our time sensitive goals, we’ve developed a basic toolbox of telemarketing techniques. These tools give us the ability to gain a clear and compelling understanding of the products or services we’re representing. By using them in our working practices, we’re able to take on the voice of our clients and understand what it is they do, what makes them special, the industry they operate in and how the products or services we’re representing can help the decision makers we’re speaking to.
By turning research into a fine art and carefully honing our telemarketing techniques, we’re able to get great results quickly and efficiently. To find out more, take a look around our site or contact a member of the Blue Donkey team.