Online learning is a flexible and
affordable way to learn new skills. It enables
you to learn and study at your own pace, whenever and
wherever you are. There are no time limits to
complete these courses and you don’t need any previous
experience or qualifications.
To help you get the most out of your telemarketing
activities, Accredited Marketing has developed a series
of 6 modules covering all aspects of Telemarketing;
right from how to plan and start your campaign through
to script writing, handling objections and how to follow
up effectively.
The modules
are available as a complete course which is ideal if
you need a comprehensive step by step guide to
implementing your telemarketing campaign, or you can
buy them individually to complement and refresh current
skills and activities.
Within every module there is a mixture of online
learning, audio files, exercises, templates and
examples. These exercises can be submitted to
Accredited Marketing for feedback and further
suggestions if
necessary.
Please click on the links below for a
description of each module:
Module 1:
Planning
Your Telemarketing
Module
2: Preparing
for your Telemarketing
campaign
Module 3: How
to handle objections and
gatekeepers
Module 4:
How
to write a winning script and book successful
appointments
Module 5:
How
to make your first
call
Module 6: How
to keep in touch effectively to generate ongoing
sales
Module 2: Preparing for
your Telemarketing campaign
Once you have your telemarketing plan
and before any calling takes place, there are specific
activities that need to be completed. These
include identifying your target market, understanding
your USP (Unique Selling Point), clarifying the message
(the reason for the call) and have all supportive
collateral and materials in place.
You need to write your script with all of this
in mind and be able to respond immediately to any
outcome from the call; so having everything prepared
beforehand is crucial. This module
covers all aspects necessary to prepare for a
telemarketing campaign. It will help you identify
your target market, show you ways to obtain prospects’
data and how best to record and log their
details. If you don’t have a CRM (Customer
Relationship Management) software program to record
results, part of this module will show you the best way
to log all data, calls and outcomes in a simple
spreadsheet.
Examples and templates are included to help you write
effective introductory and follow up
letters/emails. These follow up examples and
templates show a variety of outcomes such as requesting
more information, responding to an enquiry,
confirmation of an appointment and even how to write a
great email to those who are not interested but have
agreed to a one-off email (Module 3 will show you how
to achieve these outcomes)
Key
Topics:
Database Building
Templates to use to record
results
Call outcomes and goals
What marketing collateral is
required (examples and templates)
How to follow up all call
outcomes (examples and templates)
Module 3: How to handle
objections and gatekeepers
Recent research by Accredited
Marketing showed that 99% of those asked, find getting
past gatekeepers (receptionists and PA’s) their biggest
challenge when telemarketing. Second to that was
how to respond effectively to objections without the
prospect objecting then ending the call.
This module is dedicated to gatekeepers and how
to handle objections. Hints and Tips to get past
gatekeepers and how to approach them is a key topic and
there are examples for you to use and adopt (both as
templates and audio files).
The second part of this module provides
you with examples of scripts to use when faced with
objections. The most common objections are
covered including price, time, already have a supplier,
“send me some information” to get you off the phone and
many more. You will also be able to submit any
additional objections you encounter to Accredited
Marketing for a personal response.
Key Topics:
How
to get pasted Gatekeepers (PA’s and
Receptionists)
Examples of scripts to use to get past the gatekeepers
How to respond to
Objections
Hints and Tips
Module 4: How to write
a winning script and book successful
appointments
Having a winning script that directs
your prospect to your preferred outcome (e.g.
appointment, sign up for a newsletter, attend a course
etc) is one of the most important aspects in a
telemarketing campaign. It can make the difference
between a Yes and a No.
This module is a step by step guide and will show you
how to structure a call and script. You don’t
have to use your script verbatim; it can also be used as
a prompt or framework to guide your discussions with
the prospect to achieve the desired outcome.
There will be examples and templates available for you
to use and adapt to suit your business and outcome.
Understanding when and how to
ask for an appointment is crucial. This section
will show you how and when to ask for the appointment
(or other outcome you require). You may get
diverted from the script if the prospect is asking
questions or gets distracted, so knowing how to use the
script to stay in control of the call will get you
results.
Key
Topics:
How to structure a call and
script (once you are talking to your prospect)
How to write a winning script (examples and
templates)
How to book an appointment
How to close a call effectively
Hints and Tips
For the scripts to get past gatekeepers, please see module 3.
Module 6: How to keep
in touch effectively to generate ongoing
sales
Once you have carried out any
marketing activity such as telemarketing, mailshots or
networking, you will have a list of contacts(prospects) that
aren’t ready to buy from you yet. You need to
regularly keep in touch with these contacts to generate
future sales.
To
effectively keep in touch and manage your pipeline of
enquiries you need to have a structured plan
incorporating numerous marketing mediums and
messages. You need to nurture these prospects, build trust
and make them aware of your other products and services
without sending them an advert or offer each time you
contact them.
This module
provides a step by step guide and has examples and
templates you can use to design and develop your own
keep in touch campaign to both prospects and existing
clients (as the messages and approach will be
different). Many of your clients won’t be aware
of all your products and services, so there is a
templated campaign for you to use and
adapt.
Key
Topics:
How to create a 'Prospect to Client' campaign
How to Keep in Touch effectively
to generate ongoing sales (examples)
How to create a 'Client for life' programme
