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subject: How To Make Your Outsourced Telemarketing A Real Success [print this page]


Telemarketing is a business technique known to increase revenue and market share for various enterprises around the world. While it is true that this marketing strategy has earned a bad reputation among the general public, the fact still remains that telemarketing is very important in the B2B industry, especially in generating sales. If the truth is to be know, it has actually become more popular today because of its affordability and efficiency, two factors favored by many small and medium firms. Thus can perhaps better explain why the telemarketing industry still remains in business. Even though there are various restriction placed on them by both state and federal laws, telemarketing can still pull it off.

In general, outbound telemarketing activities are implemented by all companies following the same pattern. The campaigns may vary a little depending on the nature of the business but the entire concept stays the same. The calls being made by telemarketers should be based on a script and specifications set down by the client company. The calls are made to sell products/services to customers and prospects, set appointments or meetings for product demos, and determine current market trends for product development.

Outsourcing to a telemarketing company successfully depends on the following:

Lead quality. Location and industry are just a few things that can affect the quality of leads. Lead generation is a technique that should be done by someone that knows the market being targeted well. Targeted lists can be obtained from business list providers, government agencies, public records, online Yellow Pages, etc.

Skills. The agent's skills contribute significantly to the success of a cold-calling campaign. Telemarketers should have the ability to deal with different customer behaviors and be able to come up with statements that will draw the customer or prospect's attention. They should be able to respond to whatever questions or concerns people might have about the offer or the call itself. It is also important to have good product knowledge and confidence in whatever is being offered in order to overcome rejections and objections efficiently. Being able to improvise, as well as being creative, are just some tools that telemarketers can use.

Goal-Setting. The telemarketing company as well as their agents should set sales goals and deadlines to keep the campaigns moving to the right direction. Leaders and representatives should work together towards reaching targets even if this means putting in extra hours and providing incentives for those who work hard and perform well.

Keeping a positive a mindset. Salespeople may have to face different challenges in telemarketing. It is important to keep a positive mindset in order to conduct efficient cold-calling. An organized and harmonious workplace affects the way salespeople think and perform. Their motivation and optimism not only come from their own will to succeed but also from the way they are treated by their leaders.

In the telemarketing industry, cold-calling success is defined by being able to mix together a bunch of different things like lead quality, phone marketing skills, performance, leadership, communication and many more. Little success or few results can be expected if a campaign misses this. Failure is a painful reality, but the risks involved can be reduced, if not eradicated, by considering the above mentioned factors. Outsource telemarketing to a firm with well rounded experience.

by: Belinda Summers




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