Back in the day…

The hey-day of telesales was during the 1980s and 1990s. Back then, people picked up the phone and telesales delivered and incredible ROI.

Roll forward 30-40 years, the traditional telesales model isn’t having the same results it used to and the term ‘cold-calling’ sends a shiver down the spines of most of us…

Success precedes a fall…

Telesales was rocking it in the latter part of the 20th century. Unfortunately, we all know what usually comes after great success, as the law of gravity sets in.

Success is an open invitation to take advantage. Those who want a slice of the action but aren’t willing to put in the work see the opportunity. Fraudsters and scam artists are born in this way.

Have you ever picked up the phone to a robot or an aggressive salesperson that you’ve had to hang up on, leaving neither of you feeling good? So have the rest of us!

As the popularity of telesales increased, the quality of the workforce also decreased with many joining to make a quick buck but not focusing on the skills and connection with the customer that it took to make it work.

What was once a legitimate, booming industry was then surrounded with an air of mistrust.

Times change…

Traditional telesales requires people to pick up the phone and people started to ignore the phone when it rang, pre-empting a robot or pushy salesperson on the end of the line. I cover this more in my blog on ‘Why does no one answer the phone anymore?’.

Telesales also requires patience and persistence. Not always in abundance in today’s world of quick-fix and immediate gratification.

Survival of the fittest…

It’s not all doom and gloom. We’ve seen the worst and now it’s time for the best to come through.

Telesales isn’t dying, it’s just evolving.

You need to find the sweet spot…

I’m talking about customer engagement… The cream of the crop are succeeding by focusing on this engagement and moving with the clients’ needs, as well as fostering that human connection, something that can be so lacking as we move through the digital age.

We can’t deny that phone calls are becoming less popular and the preferred form of communication is moving online. But what if you could meet your customer there and yet still develop a human interaction with them on their terms?

This is where the future success of telesales lies – texting and messaging have become the customer’s preferred mode of contact but this doesn’t mean that you have to sacrifice customer engagement because of it.

One of the key benefits of traditional telesales is that you are able to develop a relationship with the customer and to really discover their needs and tailor your services or product towards this. This also results in more success in up-selling and cross-selling – something that can be lost when connecting purely online.

Win-win…

I’m here to tell you there’s another way.

Here at adviser.ai we have developed software that enables you to develop a relationship with your customers and to engage with them in a very human way but via technology instead of phone calls. You then have all the advantages of traditional telesales, with the disadvantages removed.

– No need for your customer to pick up the phone
– A human interaction and connection
– The ability to up-sell and cross-sell
– Building greater trust with your customer for future sales
– Higher retention on telesales agents as their success rate increases
– Meeting compliance as the scripts are all pre-approved

Find out more about Adviser.ai

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