Teleshopping is one of the most popular sales methods for companies. This sales technique can be very effective when accompanied by a well adapted methodology. Selling by phone is possible for everyone, but it is not easy to retain customers during a phone call. It is important to understand the process of business phone calls in order to make them successful.
Televassing: definition
- Teleshopping is a marketing strategy carried out primarily by telephone. It is a set of marketing activities aimed at finding customers through telephone calls.
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Cold calling is a legal marketing technique that allows you to meet with potential customers at retail outlets or in their homes to persuade them to buy a product. In some industries, cold calling is also used to sell products directly over the phone.
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Teleshopping, also called “teleprospecting”, is a sales technique that is often entrusted to a specialized institution such as a call center. Depending on the company’s objectives, the main task of a telemarketer is to :
- qualify prospects
- organize appointments
- Closing a sales cycle
How to make a good telephone sales call?
Telephone prospecting is different from traditional prospecting because the salesperson is not in front of the potential client. Therefore, there can be no direct interaction, it is more like cold calling. To be successful in cold calling, you must also have a good sales campaign and establish an easy relationship. To this end, the salesperson must prepare everything in advance.
Identify acquisition targets
It is more difficult to get a caller’s attention over the phone and/or to get them to buy a product or service. Each potential customer is different, so it is essential to write a personal message adapted to each one. The telephone approach will certainly not be the same for every situation and need. The sales representative’s sales pitch must take into account the specificities of his target group. This requires a precise knowledge of the target group. This is why it is important to keep a complete prospecting file so that no detail is overlooked. The quality of this file makes it possible to segment the prospects and to adapt the telephone approach in all cases.
Work on your presentation
Selling is a delicate business. It is therefore important to create a favourable climate as soon as you start the telephone conversation with a potential client. To do this, you need to be well-versed in sales. The key is to put the caller at ease and get them to listen and talk. The mistake would be to go straight to the product presentation without a good introduction, even if the main purpose of the phone call is to sell. However, you must take the time to approach the prospect, introduce your company and indicate the caller’s role in the company to give them confidence. This presentation is often neglected by salespeople, but it is the guarantee of a successful telephone purchase.
Talk to the caller
Depending on the objective of the contact, it is possible to attract the prospect’s attention with an appropriate argument. In this sense, it is necessary to define in advance the main areas of interest that will be addressed during the telephone conversation. A good sales conversation responds exactly to the needs of the potential customer. It is not about showing the company’s expertise, but about giving the prospect the opportunity to position himself in relation to the proposed product. Captivating the prospect essentially means talking about the benefits they will get from the proposed product. Simple words should take precedence over complicated technical sales terms.
Best practices for B2B phone acquisition
Successful B2B telephone prospecting, regardless of the field of activity, requires a prior study of the market and the ideal clientele. A good salesperson will not start prospecting until they have :
- worked on his sales pitch: he identified, analyzed and qualified the prospect in order to propose a personalized approach.
- take care of your attitude: gain the prospect’s trust by using clear, respectful and reassuring language.
- Focus on return on investment
- Find the right contacts: those who are most likely to make a purchase.
- Take care of their follow-up.
- Deepen the relationship you have established with the prospect to encourage them to make further purchases.
Best practices for B2C telephone prospecting.
Knowing the best practices for B2C cold calling will ensure the success of your marketing plan and increase your sales. To optimize calls and generate more sales in the B2C sector, the salesperson must:
- Be in a good mood: a smile can also be heard (felt) on the phone and the first impression is also the right one for most prospects.
- Have good self-esteem: Being up to the task does not necessarily mean being able to give the right answer to the caller. It’s more about reassuring the customer and giving them quick, positive feedback.
- Master social media: if possible, organize an initial virtual exchange on social media to reassure the prospect.
- Know how to respond to objections: The best way to rebut a prospect’s objections is to emphasize the added value of the product.
- Update your database: Enter important information into your CRM system and update it as you go.
- If you enjoyed this article, we invite you to discover our Q2C sales method and to download our white paper “Put selling at the center of your acquisition strategy”.
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