Choosing the right kind of customers before trying to get in touch with them often determines the fate of The Global Associates Telesales Companies. It’s mighty important for telesales companies to target the prospects who actually need the products they offer to ensure a good conversion rate. Two diametrically opposite approaches are usually adopted by sales people to find their target group, both approaches with certain advantages and disadvantages; these are discussed below.
· Machine gun approach : high-energy, aggressive selling
A machine gun approach is still adopted by most telesales companies that involves high-energy, aggressive selling tactics. They tend to shoot in all directions without any specific targets; which means they get quantity but not quality. You are pumping in countless fresh leads into your sales pipeline this way and then run around to fulfill your commitments, always in a hurry. In absence of a clear-cut strategy and direction this approach could prove counterproductive for your business.
· Rifle approach : Better focus
The sales business is all about the customer, not about you. There is no point in approaching a prospect unless you have an in-depth knowledge of their specific needs and requirements. If you are selling a washing machine, you just cannot call someone needing a microwave oven, isn’t it? Research their issues and requirements and have a set of pointed questions to elicit the needed information from the prospect. A rifle approach is time consuming, no doubt, as you make a call only after doing your homework. Yet it will always ensure better sales results. This way of working is always best suited if you want to focus on specific products and specific customers in need of those products.
Telesales companies need to target specific customers having done a thorough research about their needs and issues to taste greater success and grow their business exponentially. A rifle approach would ensure better sales results in most cases than a machine gun approach.