| By :
Wendy Moyer
The days of being able to run a successful, cost effective and productive telemarketing campaign to a mass market is over. Savvy marketers know they now need to use highly targeted telemarketing lists in order to key in to a specific group. That's about the only way you will have financially successful conversion rates in today's market. Have Your Prospects Already Responded to a Telemarketing Campaign? One of the easiest and most productive ways for you to obtain these lists is by employing the services of a telemarketing list broker. One sure way to begin the process of narrowing down the criteria of the types of phone numbers you are looking for is to only buy a list of people that have already responded to a telemarketing campaign. Have They Bought Similar Products? Next, you will want to make sure that the people on the list have purchased a product similar to the product your company is offering. Once you've developed a successful telemarketing campaign you will want to track what your new clients are buying and where they are buying it, the frequency of their purchases, and whatever other preferences they might have. This information will help you to develop future campaigns that are directed at these customers. How Can You Sell Your Customers More? For example, let's say that you want to market a continuity program. If your buyers make their purchases within specific timeframes you can develop a telemarketing list that will have your telemarketers make calls within those specific increments in time. Not only should you make additional sales, you may also save some borderline sales that would have otherwise been lost. On the other hand, what if you would like to promote a big ticket item but your list of customers typically does not spend a lot of money on what they buy or if they make their purchases on payment plans? If this is the case, your marketing campaign can focus on lower payments over a longer period of time. You can also see if offering your big ticket item at a reduced price if your prospect agrees to pay for it all at once gives you a higher response rate. What Time of Day Should Your Telemarketing Lists Be Used? Since you have paid for your telemarketing list you should want to maximize the number of contacts that your telemarketers make. This will primarily depend on where the calls are being made and the type of prospects that are being contacted. Both B2B as well as B2C lists in metropolitan areas can be called in the morning. You should assume that after five pm is the best time to reach your residential telemarketing prospects. However, in a lot of metropolitan areas, the prime time would actually start at seven pm. As with everything else in telemarketing, you should test your list to see where you obtain your optimum results.
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