You’ve got their orders—how do you get them to buy more?

By Alicia Orr , Editor In Chief and Catalog Success

For inbound telemarketing operations, Bruggeman says that means almost every caller is a prospect. He explains, “It makes sense: You have a captive audience of people who called you. They’re in the mood to buy.”

Telemarketing consultant Liz Kislik agrees—when it comes to generalized consumer merchandise like apparel or food. But, she adds, there are times when you have to be more selective about who to upsell. “More matching is required for high-end or business-to-business telesales,” notes Kislik, who operates Liz Kislik Associates in Valley Stream, NY.