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WHAT CAN THE TELECOM REVOLUTION DO FOR SALES?

Nothing means more to the health and the bottom line of a small business than sales. By making your company more accessible to your customers and enhancing the efficiency of your salespeople, telecommunications technology can help increase your company

By: Govt.
Nothing means more to the health and the bottom line of a small business than sales. By making your company more accessible to your customers and enhancing the efficiency of your salespeople, telecommunications technology can help increase your company's sales significantly. * Toll-free numbers. Once used almost exclusively by large companies or mail order firms, 800 numbers are now within easy reach of almost any small business owner. And, as Salt Lake City-based writer Alan Horowitz explains, toll-free numbers can definitely increase business. He cites an AT&T-sponsored study, conducted by an independent research firm, which found that small business owners attribute an eight percent increase in their business, on average, to their 800 service. Firms with annual revenues of less than $500,000 said 800 service increased their business more than 10 percent. Horowitz advises entrepreneurs to seriously consider getting an 800 number if: -- Your competitors have 800 numbers. -- Many of your customers are far enough away to incur toll charges when calling you, or you want to retain customers who move away from the area. -- You want to increase the number of calls from your customers. -- You want to improve customer service. An 800 number encourages your customers to call with questions about your products or services, which you can answer and then cross- sell, or complaints -- which you can resolve and thereby calm them down. Horowitz also suggests using an 800 number to offer product information and for a quick and easy way to accept orders -- which spurs demand and encourages impulse buying. -- You want to encourage communication with employees who are off the premises and with sales reps who are frequently on the road. Horowitz quotes Jerry Jaderholm, president of Norstar Sleep Products in Kent, Washington, who says, "If my reps had to pay for a call, they'd never talk to me." -- You'd like to enhance the ....[MORE]

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