Telemarketing Strategies for Small Business

Telemarketing Strategies for Small Business

When you are just getting started with a telemarketing campaign to generate business leads you will want to consider a couple of elements first. What you want to get from the venture in terms of return on investment and what you will need to commit to get that result with regards to time, money and other assets to achieve that objective are the main items to think about.

Start by determining what you need to generate from the telemarketing campaign to have a positive ROI. Starting with a well defined aim in mind will make it easier to review the plan after it begins. You may need to generate X number of leads based on your previously defined closing rates, or you may need leads from your telemarketing return $xxx in sales inside of a quarter. The aim has to be trackable and it should be reasonable, do not count on a telemarketer to create more sales opportunities than one of your staff could doing the job the identical hours on the first week of the campaign. Your initial target if you are new to telemarketing should be to break even. By refining your system you can improve conversion rates on upcoming plans.

After deciding on what you would like to get out of a outbound telemarketing campaign it is time to decide what has to be done to make that goal attainable. You need to think about three particular items before beginning a plan. Where are you going to hire the telemarketer? What will they say on the calls and how will you communicate? Where will you get a calling list? All of these concerns need to be addressed before you continue.

Who will be making the calls for you? You can hire an independent person to call, or go through a call center for your telemarketing campaign. Working with an independent caller can be effective but there is more risk, such as not receiving service, quality, or even getting ripped off. There are several services that you can use to find telemarketing employees, such as guru dot com and elance dot com. Hiring a call center can be slightly more expensive but it mitigates much of the risk and usually the quality is much better.

Create a script for calls and a process for keeping track. Craft a simple straightforward script that lays out what you are offering and why the prospect should care and then gets their permission for follow up. Don't put too much into the script, the goal is to generate interest and verify information, not to complete a sale. Having a list of frequently asked questions and the answers can also be of help for a telemarketer who isn't familiar with your offering. For lead delivery and checking in try using Google Docs, they allow you and the caller to view all information in real time and you don't need to worry about version control as you would emailing Excel sheets back and forth.

The quality of the phone number list your telemarketer is calling is just as important as the script. The list of prospects your telemarketer is calling is as important as the factors listed above, if not more so. Get fresh calling data from a reputable list broker. Its can also be worth while to look into buying aged web leads for your industry, these are people who expressed interest in your product or service in the past and may still be interested. Do a web search for "aged web leads" to find possible sources.

Now that your telemarketing campaign is set up and running you will need to pay attention to how things are going. If possible review call recordings and give the caller feedback about situations you hear on the calls. Once you have started a campaign the script and process is not set in stone. If you hear opportunities to improve sections do it and make sure the caller understands the changes.

If done correctly telemarketing can be one of the most effective marketing channels available to small businesses. When you are first starting it can be time consuming, but once you have a campaign running that is delivering results its as hands off as it gets.

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