Active telemarketing

As your own initiative we offer addressing prospects from selected target group in B2B or B2C segment. The initiative is oriented from operator to the potential client.

Main advantages:

• fast execution
• targeted addressing
• immediate reaction and feedback
• favourable ratio between invested means and results (if the campaign is prepared well)

Utilisation of active telemarketing:

• Arranging meetings for business representatives
• Search for new business opportunities
• Sale of goods and services
• Welcome calls
• Follow-up calls
• Retention calls
• Collection of debts
• Questionnaire surveys and market research
• Updating of databases
• Mystery calls

Arranging meetings for business representatives
We search for potential clients using the phone and arrange a meeting with a business representative. It is important to monitor the calendar of the business representative and be able to schedule the meetings as efficiently as possible, taking into account the driving distance of the respective business representative. Dates are updated immediately through SMS or e-mail. The appointment must be arranged with a competent person who has decision-making power.
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Search for new business opportunities
We contact potential clients (mostly companies), inspect the possibility of possible cooperation and send company presentations. During the call it is necessary to distinguish whether there is any real interest in receiving the presentation or it is just a client’s “evasive” manoeuvre. We always determine the date of the subsequent telephone contact to get to know the real interest in the services or products of our company. Subsequent calls should not be executed later than in 3 working days (this is the maximum time limit).
We always have to talk to a competent person and send the presentation to its e-mail. It is inefficient to talk to an assistant or colleagues, or send it to the address, which serves for a general contact with the company (usually begins with: info@.......) or to the e-mail address of an assistant. In this case, the majority of the presentations will not reach the competent person and the subsequent call is a useless time loss.
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Sale of goods and services
We directly address customers with the offer of a product or services. A scenario of the phone call helps to organise the sales call. The call always starts with a compulsory question on the willingness of client to talk with the operator. There are also other mandatory components in some cases - such as informing the client that the call is being recorded.
Active sales by telephone require the ability to briefly and interestingly introduce a product based on the analysis of client’s needs. The biggest mistake is to read the script word after word, or recite it from memory.
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Welcome calls
Welcome call for a new customer. It helps to create a positive relationship between the client and the firm. The introduction always consists of expressing the gratitude to client for using the services (product), followed by a brief introduction of the most important points of future cooperation. The closing of the call should leave the impression that the client is important and that he can contact the company with confidence in any situation.
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Follow-up calls
According to our opinion, these calls are suitable only for certain segments of the market. They are used to survey customer satisfaction with the use of services and also to collect information which will serve for any subsequent offer or the prevention of complaints in the event of the client’s dissatisfaction.
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Retention calls
Retention calls are used to get the client back, or to keep him. We know that this communication is one of the most difficult ones because of the need to change the client's decision. It is important to ask questions to discover the client’s reason for leaving. In many cases it is possible to convince the client to return by offering certain incentives or bonus, and this in case when the customer is satisfied, but was offered a financially more advantageous offer from the competition, while maintaining the quality of services.
If the client left due to unreliable or arrogant behaviour of company to his person, usually the decision is unchangeable.
Retention calls must not be coercive and in no case threatening.
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Collection of debts
Recovery of debts is used primarily in the banking and financial sector. For the collection of debts we usually deploy a separate department with specialists in this field.
Self-confidence, brevity and forcibility are important in this type of calls.
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Questionnaire surveys and market research
These activities serve for collecting information related to various areas. The output is usually used as the basis for further targeted marketing of the company and plays an important role in the subsequent business strategy.
Questionnaire surveys and market research are executed in the form of open or closed responses of respondent to targeted questions in the prepared questionnaire. They are executed anonymously.
In the case of long questionnaires, it is important to motivate the client to the responses and not to put questions in the form of questioning. At the beginning the client must be informed about the time needed to fill out the questionnaire.
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Updating of databases
The aim is to validate the data for possible further use. When we carry out the control, it is important to make sure that information is provided to a greater extent by the client himself. Otherwise, the client can approve even incorrect information, because he wants to have the call ended as soon as possible, does not consider it important, does not pay attention etc.
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Mystery calls
By telephone we check the quality of services provided. Operator acts in the role of a fictitious client and follow a strictly prescribed scenario. The calls are evaluated by the contractor.
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