The Positive Effects Of Telemarketing Laws On Telecommerce

The Positive Effects Of Telemarketing Laws On Telecommerce

With current laws and Do-Not-Call legislation in the US and UK, many experts predicted that the telemarketing industry will cease to exist. On the contrary, new telemarketing laws have made phone-based sales practices more attuned to providing value and observing responsibility that could help the telemarketing sector gain long term advantages.Telemarketing contact centers have been known for emphasizing too much on quantity over quality. Maintaining low operational and labor costs is the main objective of most call centers, and in order to achieve this, lots of calls should be made even if it meant paying little attention to value and quality. Prior to passing legislation, the public was bombarded with unsolicited calls to render the conversion rate of one to three percent. The aggravation felt by the consumers who made up the 97-99 percent of the targeted audience was surmised as the price for engaging in telemarketing.The frustration felt by the people receiving unsolicited calls forced governments to implement stricter regulations to limit telemarketing activities. You may have thought that these laws put an end to the telemarketing business. Instead, the Do-Not-Call Registry has done the telemarketing industry a big favor because it drove telemarketing call centers to re-evaluate their marketing strategies and formulas.The inception of CRM (Customer Relationship Management) programs have provided telemarketing call centers an opportunity to analyze and monitor relationships the clients have with their customers. As a result, the customers began to feel respected and more inclined to do business with the company being represented. This is because customers or prospects feel that the marketing efforts were well-targeted and appropriately conducted, and the services or products offer real value to them.Do-Not-Call Lists have driven telemarketing to work with these relationships, taking the business-customer affinity to the next level. The CRM system is already armed with the tools required for cultivating these relationships, it merely needs appropriate analysis. Through descriptive and predictive analysis, call center data will allow configurations to be set up to give telemarketing companies more information on how customers can be expected to react to marketing calls. Consequently, this enables marketing departments to effectively identify target markets for other initiatives, and maximize the call center's bottom line.Customer relationship systems blended with predictive analysis will allow telemarketers to identify which goods or services attract the customers. Agents will then be able to efficiently demonstrate to customers how a particular service or product can be beneficial, and at the same time conduct up-selling/cross-selling easily at no extra cost. In the same manner, predictive analysis can also help identify customers or prospects who are unlikely to be receptive to telemarketing calls, which significantly saves businesses time and money while taking care of and cultivating existing customers who would have otherwise been confused with inappropriate telemarketing calls.Telemarketing companies that have adopted responsible and innovative telemarketing strategies are experiencing higher conversion rates and increased productivity and morale among telemarketers. The number of infuriated customers are also reduced considerably.Telemarketers who naturally prefer not to be berated by customers for merely doing their job, find it easier to negotiate with a customer who has already been pre-qualified as a good prospect for a particular product/service.By eliminating irresponsible cold calling practices used in the past, telemarketing laws and legislation have enabled telemarketing firms to contact prospects who are good candidates for their calls.

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