1) Cold Calls
Cold calls are made to potential customers who weren’t expecting the contact. Their first interaction with the company is this phone call, for better or worse. Depending on the individual receiving the call, this can create feelings of frustration and distrust on the part of the potential customer, making it harder to close the sale.
The staff of cold call outbound call centers needs a thick skin, as those who don’t appreciate the call often express their disapproval. For teams that can tough it out, though, there are some sales to be made.
1) Appointment Setting
Outbound agents schedule meetings or appointments between the customer or lead and the assigned salesperson. They will confirm the best time and date for the current or potential client to interact with a company representative. The agent should be efficient and accurate but also engaging, to keep the prospect motivated to stay in touch.
2) Lead Generation
Outbound agents create leads via warm and cold calls, recognizing opportunities to pique an individual’s interest in the company’s products. They gather information during the call to determine the likelihood that a prospect will convert from being simply curious to becoming a customer.
Telemarketing is different from lead generation—in fact, you might compare the former to being a door-to-door salesperson. These sales agents pitch their products over the phone based on a given target list. They generate interest in the product or service by telling prospects how it can be the best solution for their needs.
Often lumped in with telemarketing, telesales has a different end goal in mind—to close the sale. Sales agents usually take over where the role of telemarketers ends. They have to be patient and persuasive, both for pursuing qualified leads and then converting them into sales.
It’s crucial for telesales agents to have a good list of qualified leads since their performance primarily depends on conversion rates.
5) Market Research
Outbound calls are not always for closing sales—some are made to get the pulse of a product, service, or brand. During the call, an agent will ask a set of questions prepared by the market researcher or business concerned to learn more about the target audience (and their perception of the company or product). Data gathered will be used to modify products or adjust marketing strategies.