Selecting a B2B Telemarketing Company
Selecting a B2B Telemarketing Company
Selecting a B2B Telemarketing Company
One of the aims of every business entity is to generate qualified leads. This is done while making sure that your old customers retain their buying habit. On the other hand, business-to-business (B2B) is a better choice of lead generation. Nevertheless, many companies find difficulty in achieving this goal if they use their own resources. Their answer to this is outsourcing. They search for a telemarketing service provider, either offshore or onshore.
Each firm must exercise caution in selecting a telemarketing company. The evaluation of telemarketing vendors comprises of analyzing company's accounts of past experiences, employees observations and insights and researches on the web. Another option is to inquire from the telemarketing firm's past clients.
To guide companies on which telemarketing service provider to choose, here are some guidelines:
Figure out what services are needed.
All other decisions will be based on the issue of what services the firm needs. Usually, telemarketing vendors offer lead nurturing, account profiling, appointment setting and cold-calling or teleprospecting. Not all agencies provide all the services while others can cater everything.
In the evaluation, never compare telemarketing service providers with services different from each other. It would be futile to compare and contrast a telemarketing vendor which specializes in teleprospecting to another firm that concentrates in lead nurturing. First thing is to lay down the needs of the company before the scrutiny.
Meeting with the marketing and sales people is a great help in the whole decision-making. After all, they are the same individuals who clearly understand the market flows.
Under this is the discussion of how much fund will the company appropriate for the program. The chosen service provider, though exceptionally good, might be too costly for the company.
2. Inquire for referrals and read publications.
Telemarketing agencies also advertise their services. Thus, it would not be that difficult to search for some valuable information. Ask, then, for referrals including but not limited to company's own marketing people, other firm's sales managers, business partners, agencies and other marketing service providers. If the telemarketing firm really performs well, the fame will be spread through the word of mouth.
Other reliable sources are printed materials, such as magazines, newsletters, journals, publications and directories. The write-ups posted in the Internet through blogs, websites and social networking sites seemed to be the most accessible.
3. Contact the telemarketing service provider and assess the response.
Making a direct contact will be an acid test to the telemarketing vendor. Catching them off-guard will be a solid indicator of their staff's professionalism. During the first talk, assess whether they pass or exceed the qualifications you set or not.
If the company will be able to reach the telemarketing firm's executive, it would be better. The executive's ability reflects the service provider's overall competence.
Do not forget to ask an email containing information relative to the telemarketing firm's services and performance.
4. Draft and hand out a Request for Proposal (RFP).
Narrow down the number of potential telemarketing firms. Keeping a long list of service providers' names will delay obtaining results of assessment procedures. Next on hand is to draft and hand out a request for proposal. The RFP contains standard questions pertaining to company profile, historical performance, workforce, financial status , technical support and others.
5. Visit the office of the telemarketing company.
Visiting the firm's site is one way to confirm whether feedback on the RFP are correct or wrong. Actual sight and observation inside the company's building will be a credible factor in knowing first-hand if the service provider performs well.
The above-mentioned guidelines will not give satisfactory results if not performed well. Let it be a company code to apply diligence in its methods of choosing its partner in a business-to-business (B2B) telemarketing company.
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