1. Being a telemarketer isn’t just calling people at 8 p.m. trying to sell them something. When people think of telemarketing, they don’t typically think of what we do. We do consumer telemarketing as well, but my company’s focus is more geared toward business-to-business telemarketing. We make calls for a company that has a service they want another company to purchase from them. The vast majorities of our clients happen to be in insurance and in payroll, and they have us reach out to prospects that fit their criteria and schedule appointments for them.
2. Some people will assume you work for some shady operation that’s just trying to scam people. When I first got my job, there were a few remarks like, “Don’t call me at home,” or, “Make sure if you call me, you don’t call me at 8 o’clock, I have to feed my kids,” or, “Don’t try to sell me anything.” And when people ask me what I do for a living and I say I work for a telemarketing company, they’re just like, “Oh…” until I explain it to them. A lot of people think telemarketing is like a boiler room operation or that we’re out to scam people over the phone. We’re definitely not scamming anyone, and it’s like any other sales job, only it’s over the phone.
3. Even if you have a sales background, you won’t be completely prepared with how hard it is to sell something over the phone. I had a background in sales and being able to sell something always came really easy to me. I worked for a publishing company selling ad space for phonebooks, so my sales experience had typically been face-to-face. When you’re trying to sell something over the phone, the person on the other end doesn’t know who I am, they don’t know anything about our company, and so it actually was kind of a struggle for me the first couple of months. It took me two months to bring on my first client and it was stressful. But I learned a lot from the other people in my office and my sales manager in the beginning by listening to how they pitched, how they talked, and what worked for them.
As a telemarketing company operating in many industries we notice fluctuations regarding preferential forms of marketing.
In recent months we have had clients, specifically in the private sector who have been using our services alongside their own forms of direct mail. We have noticed that there are some advantages to this kind of campaign which form a perfect recipe.
Method for the perfect recipe
Step One: Add one phone call and ensure you have the correct details for the decision maker. Whilst you are doing this also discover as much information as possible. For instance, is the service/ product going to be relevant? You can then send direct mail out. It is not necessary to speak to a decision maker at this point.
Step Two: After one week contact the decision maker to ensure they have received the direct mail. If they haven’t, re-send it either by post or in a PDF format via an email (verifying the correct email) and follow up a few days later. You are then able to prompt them to take a look at the mail and potentially in more detail.
Step Three: If the decision maker has received the direct mail it is time to introduce your products/services. In our case, we have noticed a quick decision being made. This reduces the time spent on call backs for companies with a cooler prospect. The end result should be an appointment for one of your sales team to meet with the prospect.
For one, among the most effective means to acquire high quality leads and appointments include cold calling prospects who are consistent with a company’s ideal client profile. As a matter of fact, most marketing activities nowadays focus greatly on handling outbound calls since they provide a more direct way of talking to a potential customer, addressing certain needs, and presenting the value of a product in relation to such needs.
However, one drawback of implementing and operating an outbound telemarketing campaign concerns the existence of effective skills and technologies. As customer preferences evolve amid emerging trends and innovations, service providers have to underscore how vital it is to access updated skills and technologies in marketing their offers.
This has led some big and small B2B players to outsource their outbound campaigns to noteworthy contractors. For the past years, we have seen a steady rise in the outsourcing budgets of companies in various industries. And they sure have their own reasons:
Telemarketing is still an important route to market for many SME’s and even large corporations. It make sense therefore to ensure you follow the best telemarketing tips and advice to make the most out of your calling. Below are our Top 50 Do’s and Don’ts of Successful Telemarketing. Use them to evaluate how you measure up. If you feel that you need some more input, take a look at our Telemarketing Training.
Appointment setting: It is a universally difficult part of business development, and therefore the most common roadblock to growing your company through increased profitable sales.
In most businesses no sale will happen without first speaking directly with a prospect. If you can get in front of (or on the phone or computer with) a prospect, you can make the sale, right? The presentation itself is rarely the challenge; getting the presentation set up is. Your success as an entrepreneur/sales person requires you to become a proficient appointment setter.
Outsourcing B2B Telemarketing and How to Calculate ROI.
It seems like most B2B companies should choose the straightforward path of outsourcing their telemarketing rather than trying to reinvent the wheel and create an inside sales team from scratch.
It’s time to use the power of the human touch and connect one-on-one with your prospects and customers. Learn more how nurture and qualify leads more effectively and maximize the use of your sales team’s time.
2015 B2B Marketing Strategies – What You Need and How To Do It!
Marketing b2c is very different from b2b, so the focus of this article is solely on b2b (and somewhat b2g) customers. We will publish a b2c list early in 2015. It is also important to note that in order for any marketing to work properly, you need solid branding and very good WUX (web user experience). All the marketing in the world won’t help a bad user experience.
Organic Search Engine Optimization
Social Media Marketing
Trade Show Marketing
Direct Mail & Print Ads
So make 2015 the year you commit your business to effective, measurable marketing. ImageWorks is happy to help, and if you are reading this article, we will give you a free review of you current online brand and suggest which marketing tactics will work best for your business.
Federal Trade Commission urged to update telemarketing sales rule to protect consumers
Pervasiveness of general media solicitations and advertisements that have resulted in the growth of inbound telemarketing.
Ohio Attorney General Mike DeWine called upon the Federal Trade Commission to update the Telemarketing Sales Rule in order to reflect realities of today’s marketplace and better protect consumers from unscrupulous telemarketers.
With over 20 years of business, sales, and consulting experience SMS is capable of serving many market sectors. We provide the field level support needed to generate results and grow your business. Other companies may provide appointment setting services; whereas SMS will partner with you to grow revenue.
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