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What Makes Your Tele Campaign a Riveting Success (as opposed to a soul-destroying failure)?

My initial answer to this question is always to follow my gut-instinct, in other words, work only with the experts in B2B Sales Pipeline Generators, IRSMarketing.

But I appreciate that this is too boring a response for me to leave it at that; not to mention that it probably still doesn’t accurately answer the question posed above.

So, please let me try again and I will put some more effort into my answer this time!

In truth, I believe the main elements to the success of any tele campaign is to:

  1. Listen
    It is important to engage with the contact and to fully understand their needs, their budget and their timescales, and then to think about how the product meets, and more importantly exceeds, those requirements.
  2. Resolve
    Resolve any issues or confusion about the product on offer there and then, ensuring the conversation remains positive and up-beat throughout.
  3. Inform
    Supply extra information about the product in the form of collateral, manuals, set-up sheets, web page referrals – whatever is to hand.

  4. Trust
    As the conversation progresses, the contacts trust and confidence in you and your knowledge of the product should increase ten-fold.
  5. Nurture
    It’s all about nurturing the call and really taking ownership of their needs, so that they are not just another number on the list.

There’s certainly a lot to consider.

Each and every element listed above is as important as the next.

BUT the key area where the most amount of effort should be given is to the nurturing of that opportunity.

Let’s face it - if you have the most positive call of the day, but you forget to schedule in time to complete all the tasks that you promised (such as sending out the additional information, doing your up-most to reduce their confusion about what the product does or how it would benefit them, or even forgetting to book in an appointment!), all this effort goes out the window if you don’t keep-up the nurturing of that contact.

The contact needs nurturing right up to the point where the opportunity it is handed over to the client’s Sales team who then pick-up the reins and close-the-loop (ending with a successful meeting and revenue being generated).

So, in a nutshell this is my advice to you to ensure your next tele campaign is a riveting success, as opposed to a soul-destroying failure!

Best of luck!

And if you still don’t know what to do, call in the experts at IRS on +44 (0)1869 321800.


Michelle Grupp
Marketing Manager, IRSMarketing

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