Outbound Sales Call Strategy
Make outstanding service to customers and prospective customers your goal with each outbound sales call.
George Clay
When prospects and customers receive great customer service, they reward you with repeat business and more sales referrals.
- Be on time with your follow-up sales calls. Prompt follow-up separates you from the competition and helps build long lasting business relationships.“Profit in business comes from repeat customers, customers that boast about your product or service, and bring friends with them”. —W.Edwards Deming
- Boost your customer service by having sales rep and telemarketer work together…as a sales marketing team. Example: When cross-selling lead generation develops have your sales rep off-load the sales lead to your telemarketer…who then makes follow-up call to the prospect. This gives field sales more time to develop new sales leads and boost sales of their bread-and-butter accounts. Also, this dialog expands product knowledge and prospect call list for telemarketer. Best of all, your prospect enjoys exceptional customer service by getting lots of follow-up service!
- Customers First. Focus your service strategies on what’s most important — the wants and needs of your existing customers. Sure, getting new customers is important. But so is keeping your competitors from stealing your existing customers! Telemarketing done with the right personal touch is a great way to renew relationships with lapsed clients and build your customer base. Make calls to your prospect base . Add routine emails and personalized First Class follow-?up mailings to these folks. Targeted sales marketing projects like these help cultivate your customer and prospect base…spreading good will and showing them you care.
- It’s About The Customer, Stupid! The most graphically gorgeous and clever sales literature will fail…unless it appeals to valid needs of your customer. A simple letter — black and white —addressing these needs will out pull slick mailings that miss your customer’s “sweet spot”. Write your own sales letters and follow-up notes. You can do it! What’s more, by using telemarketing to follow-up those letters you’ll boost your response rates. Here’s good advice on making those sales and business letters work for you.
SALES MARKETING ACTION PLAN: Sit down with sales marketing team. Explain how your phone sales person or call center will help build customer service by improving lead nurturing and the overall lead generation process. Share results from your outbound B2B telemarketing metrics so they grasp the numbers and understand the efficiency of crm done right.
There Is Only One Boss. The Customer!
“There is only one boss. The Customer. And he can fire everybody in the company from the chairman on down simply by spending his money somewhere else.” … Sam Walton
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