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Paul Miller
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Outbound Telemarketing
2. Determine the right balance of (outbound) telephone contacts, Giroux said. Identify what your profit threshold is, then determine how big the territories are and what you need in telemarketing. “We set a minimum of 60 dials a day,” he said.
3. Conduct an extensive statistical modeling program to determine who your best customers are. Then require telemarketing reps to treat these customers as well as account reps do. “We brand these customers as diamond customers,” Giroux said. “So whether you’re in customer service or fulfillment, you see diamond customer come up on your screen and treat them accordingly.”
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