It is critical to quickly state the reason for the call and create interest. On an average call, the representative has about 20 seconds to communicate the message. If the offer is not easy to understand or compelling, the opportunity is lost. The prospect should be able to make a yes or no decision quickly. A strong offer can increase the success rate of a campaign by as much as 25 percent.
People feel more comfortable buying from a company they know.
Your goal is to minimize the prospect's risk when making a buying decision. It's effective to offer a money-back guarantee and back up the sale with a written confirmation. In the past, companies simply added telemarketing to their existing marketing mix. These days, sophisticated marketing executives understand how important it is to give prospects a variety of response choices so they can reply through the method that makes them most comfortable. Companies integrate several advertising and direct-marketing tactics to substantially increase a campaign's response rate and sales revenues.