Many businesses employ a wide range of strategies to prevent telemarketers from reaching decision-making executives. One of the most common obstacles used by gatekeepers—individuals such as assistants or switchboard operators who answer calls—is simply telling the agent that the decision-maker does not take sales calls.
Without the proper tools and training, your call representatives may be tripped up by this assertion. But with state-of-the-art call center software, call agents will be able to move forward confidently and without hesitation.
Telemarketing software allows your business to record, enter and store prospect information in a single dashboard location. With this invaluable data at their fingertips, your representatives will know immediately the most effective way to proceed with a call. For instance, if a prospect is being reached for the first time, it may be beneficial to have your agents tell the gatekeeper that they are not in fact making a sales call, because closing will likely take multiple calls anyway.
If a potential client has been contacted before, a record of that conversation will be archived and easily accessible, allowing your representative to pick off where the last call left off or to attempt a different approach.
Not only can you provide your agents with critical prospect information through telemarketing software, but you can also create a campaign script that details how best to approach a call based on previous conversations. If, for example, the dashboard shows that the gatekeeper is already aware of the service being offered and has asked for a call back, your representative can reference the previous conversation and inquire about the possibility of speaking directly with the decision-maker.
Perfecting your telemarketing strategy requires just the right blend of appropriate technology and well-trained personnel. Telemarketing software can help provide your business with both, ensuring a happy holiday season for your bottom line.