In marketing, it is popularly perceived that a high cost is a turn-off while a low cost is meant to attract. When it comes to telemarketing though, you will need to learn how to break both types of costs to a prospect because they will eventually demand to know.
How Can Telemarketers Break It To Them?
lead generation. Both current customers and prospects have their own respective reasons as to why they wish to know how much money they are going to pay.
You might not need to get your accountant or financial adviser on the line but your agents would do well to emulate them when it comes to simply pointing where their money goes. It also should call them to be aware of the average budget among companies in your target market.
The following list outlines a few situations where you must cite the costs right away and avoid suspicion:
- During qualification – A prospect that has shown interest in a product does not always mean they have the money for it. This is why it is important, again, to be aware of what budget sizes to target. Still, not all prospects will immediately tell you. That is why targeting can help rule out a significant number of businesses too big or too small. You will at least have fewer candidates to disqualify.
- When prospects desire additional products/services – If you are offering something in packages, perhaps it would be better to suggest them instead of leaving it up to a prospect to make choices one by one. Just be careful when it comes to how much you know about them. Can your marketers honestly tell them and yourself that they will maximize every component of this package?
- When customers come in with a new problem – Seeing as even outsourced telemarketing service can double as customer support, they should be ready to cite costs if additional support comes with a few fees. And while you can justify these fees, you need to avoid sounding like you are profiteering from a defect.
- During promo periods – There is also the occasional promo period when you slash prices in the hopes of attracting more leads as well generate more loyalty from current customers. However, both these customers and your prospects might include people who wish to know more about why you are cutting prices. As always, telemarketers should be prepared.