5 zasad skutecznego telemarketingu

Jul 11, 2018 | Blog

telemarketer

Praca w telemarketingu nie należy do prostych. Klienci stają się coraz bardziej odporni na różne sztuczki telemarketerów. W dzisiejszym artykule przedstawimy 5 zasad, dzięki którym telemarketing stanie się skuteczny.

Przemyślana baza klientów

Warto przebadać produkt, który sprzedajemy. Dostępne na rynku bazy klientów są mocno sprofilowane, dlatego warto przed jej wykupieniem, zastanowić się, o jakiego klienta nam chodzi. Jeżeli nasz produkt stanowi towar ekskluzywny, warto zapewnić sobie bazę klientów, którzy dysponują odpowiednim kapitałem.

Inną bazę wybierzemy, jeżeli w swojej ofercie posiadamy na przykład telefony średniej lub niższej klasy. Mając informacje, że klient zainteresowany jest najnowszym modelem flagowego telefonu, nie ma sensu dzwonić do niej z ofertą smartfona ze średniej półki.

Prawdą jest, że dobry telemarketer sprzeda każdy produkt, nie warto jednak sprzedawać produktów, które nie spełnią oczekiwań klienta. W ten sposób wywołamy jedynie jego zawód, a wiarygodność marki w jego oczach spadnie.

Umiejętnie przygotowany skrypt rozmowy

Rozmowy prowadzone przez telefon opierają się na jednym schemacie. Podobnie jak każda innego rodzaju rozmowa telefoniczna — musi mieć odpowiedni początek, ma też swój charakter. Istotne jest, by telemarketer korzystał ze skryptu rozmowy, a nie czytał go.

Taka sztuczność jest bardzo szybko wykrywana. Jeżeli klient wyczuje, że telemarketer po prostu czyta gotowy tekst, poczuje się urażony i źle potraktowany. Klienta należy traktować w sposób indywidualny, powinien odczuwać, że telemarketer przygotował ofertę z troską o jego dobro, a nie firmy, w której pracuje.

Dlatego warto mieć przygotowanych kilka wariantów wypowiedzi i dobierać je w zależności od wieku, płci i innych cech, które konsultant może bardzo szybko wyłapać w pierwszych chwilach rozmowy.

Prowadzenie rozmowy należy do konsultanta

Umiejętność przeprowadzenia rozmowy po naszej myśli, jest najtrudniejsza. Kliencie bardzo często chcą rozmawiać na własnych warunkach. Istotne jest umiejętne skorzystanie z tej potrzeby. Dajmy mu się wygadać. Niech powie, jakie miał wcześniej doświadczenia z daną usługą i czego oczekuje aktualnie.

telemarketing

Notujmy sobie na bieżąco informacje, które nam przekazuje i wybierzmy te elementy z naszej oferty, które spełnią jego potrzeby. Jeśli przejmiemy w ten sposób ster w rozmowie — klient nam zaufa i pozwoli wybrać naszą ofertę. Ważne by odpowiednio modułować rozmowę.

Nie dajmy się zwieść

Podstawowymi obiekcjami, z których klienci korzystają są „nie mam teraz czasu”, „proszę zadzwonić później”, „nie interesuje mnie państwa oferta”. Oczywiście niezapowiedziany telefon może wywołać pewne obawy, ale to moment, w którym klient trzymany jest w szachu, ponieważ został przez nas zaskoczony i to zaskoczenie daje nam przewagę.

Zapewnijmy, że zajmiemy tylko chwilę. Powyższe obiekcje są bardzo miękkie i żartem lub zdradzeniem jednej z mocnych stron naszej oferty, możemy zainteresować klienta. Wówczas przejście do rozwinięcia rozmowy okaże się naturalne. Klient, który na początku rzucił obiekcję, może nas wstępnie nie słuchać i znów wyrażać niechęć do rozmowy.

Ważne by nie poddać się od razu i wzbudzić jego zainteresowanie. Klienci często też wymyślają inne usługi, z których korzystali. Mając dostęp do internetu, z łatwością możemy sprawdzić, ile w ich słowach jest prawdy i przyjąć odpowiednią postawę.

Porcjowanie korzyści

Jednym z najważniejszych elementów telemarketingu jest porcjowanie korzyści. Jak w każdej innej negocjacji, tak i w tej musimy przygotować się na wiele obiekcji ze strony klienta. Sposobem na zbijanie obiekcji jest właśnie porcjowanie korzyści. Jeśli klient jest zainteresowany, ale wyczuwamy, że traktując go jak każdego innego klienta, zrazimy go do naszej usługi, powinniśmy opowiedzieć na początek o części oferty.

Z czasem, kiedy klient słyszy kolejne korzyści — zauważa, że oferta jest bardzo atrakcyjna. Kiedy wyczuje, że może się z nami targować — wystarczy, że na start podamy niższą opcję jednej z części pakietu, na przykład w przypadku sieci komórkowej „otrzyma pan od nas 5 GB internetu”, kiedy pakiet w rzeczywistości wynosi 9 GB.

Klient będzie domagał się na przykład 7 GB, kiedy ustalimy z nim tę ilość możemy przejść dalej. A finalizując rozmowę powiedzieć „tak dobrze mi się z panem rozmawiało, że dodam panu jeszcze 2 GB, więc łącznie otrzyma pan od nas aż 9 GB”. Klient będzie zadowolony, a jednocześnie nieświadomy tego, że otrzymał ofertę, którą przygotowaną mieliśmy od początku.

Podsumowanie

Warto pamiętać, że prowadzenie telemarketingu na własną rękę jest niemalże niemożliwe do zrealizowania. Z tego też powodu większość przedsiębiorstw korzysta z usług firm typu contact call center.

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  569. Marvinriz
    Marvinriz on 1 September 2022 at 10:36

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  570. Marvinriz
    Marvinriz on 1 September 2022 at 12:15

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  572. Glücksspiel
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  573. Marvinriz
    Marvinriz on 1 September 2022 at 13:54

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