Certain techniques are required to sell newspaper subscriptions over the phone.
Newspaper circulations declined significantly during the first decade of the millennium. with the mushrooming popularity of the Internet One of the ways that newspapers use to increase their circulation is to sell subscriptions using telemarketing services. Selling newspaper subscriptions over the phone is a challenging job. But if you develop effective telemarketing techniques, then you will realize success.
Coupons
After the prospect has accepted your introduction over the phone and is willing to hear your sales pitch, you need to have a lead-in that will keep the customer interested in the subscription. Have a copy of the most recent newspaper at your desk and have the circulars with the coupons available to read. Ask the prospect whether she knew that last week's paper featured cost savings coupons that may have saved her money. The thought of saving money with coupons will encourage many of your prospects to listen to more of your pitch. Discuss the stores where she shops and read off just one or two of the more prominent coupons to her from each store. Explain that the convenience of home delivery means that these savings will be on her doorstep each day if she purchases a subscription.
Events
The Internet will be a main source of competition when you are telemarketing newspaper subscriptions. One of the advantages a newspaper offers over the Internet is that the information in the newspaper is more readily available when the prospect is out of the home. Refer to the events section of the paper to interest the client in buying a subscription. Events can include concerts during the week, television listings, community events and local sporting events. The information is conveniently located in the newspaper, and it can be delivered every day with a subscription.
Local News
The local newspaper is a valuable resource for detailed information on local current events. The notion that people enjoy being updated on the lives of local politicians or civic leaders can apply to any kind of scandal or newsworthy event. Once the prospect accepts your call and allows you a few moments to make your pitch, ask whether he has heard about three of the main local headline events, including local sports, that were in your paper. This technique involves engaging the prospect in conversation about local events. Once the customer shows an interest in the events, you can remind him that he can read all about these events in his home with a newspaper subscription. Having a newspaper subscription means being able to read about local events at any time and in any setting. Even though many newspapers offer an online companion to their printed paper, the printed paper is a more convenient and portable source for local news than having to log in to a computer and access a website.
Referrals
Using cold-call lists to find new newspaper subscribers has existed for many years. But one technique that you can use is making customer service calls to existing customers and asking for referrals. Call current subscribers and ask them whether they are happy with the information in the newspaper, their delivery service and the circulars offered in the newspaper. If the customer indicates that he is satisfied, n ask if he knows of other people in the area that may enjoy a newspaper subscription. Ask whether you can use his name when talking to the prospect. If you are not given permission to use the referrer's name, you at least have a new contact to call.
Tags: newspaper subscription, over phone, about local, about local events, information newspaper