Generate New Business
What could an effective telesales operation do for your business?
This is an area where telesales can excel and make an instant impact on the company bottom line. Successful campaigns will, of course, depend on the quality of the data. Poor quality data leads to poor quality results.
It costs on average 4-10 times more to acquire a new customer than it does to keep an existing customer. You may therefore decide to start by targeting your existing customers to buy more from you. This may mean incentivising customers to purchase higher quantities of the products they usually buy, known as upselling, introducing them to new products or cross-selling associated products in your range that they haven’t bought before.
Upselling and cross-selling can work very well with inbound sales teams and customer service. The customer is already in buying mode when they call in with an order so offering an upsell or cross-sell can be a natural progression in the conversation. This is a great way to increase average order values and improve profitability.
Outbound campaigns, where highly trained sales professionals call out to customers or prospects with specific promotions and incentives can be a very effective way of generating new sales for the organisation. These campaigns are designed specifically to incentivise new customers to try or buy your products or services.
Often referred to as cold calling this type of telesales activity requires a specific set of skills. The important thing here is to develop and implement strategies that take a one off, new or occasional buyer through to a regular customer.
Well planned, highly targeted campaigns with a relevant offering can increase your market share whilst delivering an excellent return on investment.
As well as pro-actively seeking new business telesales may come across opportunities to provide qualified leads that are better suited to the field sales force or product specialists.
Telesales is now the primary sales channel in many B2B organisations. These organisations recognise the importance of building long term, sustainable relationships with customers and know how telesales can achieve this more cost effectively than other sales channels.
Want to find out more? Give us a call 01227 389570 and see how we can help you generate more business with telesales.
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