Expert Tips to Drive Sales and Revenue

Believe it or not, driving sales and boosting revenue is one of the most challenging things a telemarketing company faces. How a sales call center can generate quality revenue depends on its effective call center strategies. The poor economy in recent years has hit small businesses particularly hard. Whether you’re among the affected companies or just want to boost your sales, the following strategies to raise revenues are effective in most situations. However, your decision to implement any of them should be based on several factors:

• The compatibility of the strategy with your products
• Your understanding of the buyers’ motives when they purchase your products
• Your company’s willingness and capability to effectively implement the strategy
• Whether competitors will copy your strategy and dilute the impact of the change
• Your expectations of the future economy and its effects upon your business

While each of the strategies can be implemented alone, you can implement several of them simultaneously for a greater impact on revenues.

Tips to Drive More Calls and Revenue

The best and fastest way to increase your revenue is to focus on your customers. They already trust you and buy from you. So what you want to do is look for more ways to serve them! This will enable you to increase the average transaction size and/or increase the frequency of the purchases. To be successful at getting your current customers to spend more with your company and to spend more often, you must increase the “perceived value” of what you offer. You must educate your customers so that they desire your products/services even more.

Consider the following tips to drive more calls and revenue:

1. Add complimentary services to your existing products.
2. Expand your market.
3. Take a look at cooperative sales agreements.
4. Consider changing your pricing strategy.
5. Offer special discounts.
6. Offer rebates.
7. Consider participating in coupon programs.
8. How about a layaway program?
9. Accept credit cards.
10. Build relationships.

It’s All About Your Telemarketers

Increasing the efficiency and effectiveness of your telemarketers can help to dramatically improve the results of your call center. Your metrics will begin to reach their goals and even surpass them, with a few simple steps. Consider these effective ways to boost contact center efficiency.

1. Automation. When finding needed information requires sorting through multiple screens or even consulting a binder full of procedures and policies, efficiency decreases. Take advantage of everything automation has to offer to decrease the time representatives must spend on calls.
2. Value feedback. Take the time to ask your customer service representatives for their input. Because they are the people who are in the front lines in your company, they might have valuable comments and suggestions regarding streamlining procedures.
3. Constant training and monitoring. Don’t limit training to once or twice each year. It’s only natural that people tend to forget some of the things they learn in training, particularly if the trainer covers multiple topics.
4. Improve call routing. Failure to route calls appropriately results in customer service representatives wasting too much time on non-essential tasks
5. Less is more. Don’t let agents power through long hours, and instead, break up their work day by allowing them frequent to take rests to break up their repetitive job.