Telemarketing: Where Do You Go From Here
Now that you've made the smart choice and you've finally decided to migrate your
sales and marketing efforts to Telemarketing, there's definitely nowhere else to go but up. Of course, the time it will take for your company to get there will depend entirely on how you approach this matter and how efficiently you maximize the most out of your telemarketing efforts.
Will you do it in-house or will you outsource? If security is an issue for your company and you're quite convinced not one of the many
telemarketing call centers out there can assure you of your company's data security or you think that you can give your company that unique advantage because its one of your company's core competencies, you'd probably do your telemarketing campaign in-house. Naturally, there will be additional costs but if your company doesn't mind shelling out more, then, it's all good. A company who chooses to do it in-house must:
Hire qualified employees
Train the employee
Pay employee wages and benefits
Provide the employees their own workstations
Provide the technology needed like a computer, software and hardware, phone, Internet access, copier, fax machine, etc.
Pay for telecommunications costs
Often times the company opting for the in-house approach incurs additional expenses on top of the existing one for certain events force majeure such as:
Scheduled vacations
Unscheduled absences
Unscheduled sick days
Unscheduled Family leave
Maternity leave
Amazingly with outsourcing, the company must only:
Locate a reliable and high-quality vendor
Pay the vendor for the services provided
Looking at the reasons listed above, it seems obvious why majority of companies switching over their sales and marketing to telemarketing, choose outsourcing as the most practical and cost-effective solution to increasing their profit. Management can focus more on resolving core issues without distractions because their outsourced services are being taken care of by the telemarketing side.
It's important to know and understand that telemarketing is not the be-all end-all of sales strategies. Instead, it's just one method of performing the sales process. Just like other tried and tested sales method, success in closing a sale over the phone is dependent on finding qualified prospects to call.
But let's be clear, not all telemarketing programs are successful. Some fail due to improper handling and execution, unrealistic goals on a short time frame, oversimplifying important concerns, and lack of top management support. These reasons just to name a few have caused good telemarketing campaigns to fail just like that. Like any marketing strategy, telemarketing takes careful, well thought planning and development. It needs nurturing. It takes time to gain confidence in the process, identify areas for improvements, and to predict results.
Some of the most common mistakes telemarketing companies make:
telemarketing wasn't even considered as an option
the lack or absence of total commitment
failing to develop a proper database and lead generation
improper human resource planning and allocation
not having proper scripts and call guides
lack of quality control
Identifying the most common reasons why
telemarketing companies fail and learning from them should be a good start for you and your company. Hopefully, we've also established that outsourcing your sales and marketing endeavors is the only choice if success is to be guaranteed. These should put you a little closer to being a mature, marketable and profitable company. Be a step ahead of the competition, in a manner of speaking. Now that you know all these, it's time to act, sit back, relax and let the gears of telemarketing turn and work to your advantage.
by: Anne Geller
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