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The Importance of Telemarketing to Getting Telco Leads: The Reasons to Success

The Importance of Telemarketing to Getting Telco Leads: The Reasons to Success

From communications devices to internet connectivity, the telecommunications industry plays a vital role for both the modern-day consumer and the modern-day business owner. In the area of B2B in which there is a constant need to bridge gaps and move forward, the choice of a telecom product or service is critical towards success. When it comes to finding telecom solutions, businesses know fairly well that they need only the best that the sector has to offer.

As far as spending for telecom solutions is concerned, the industry will most likely reach $1.427 billion by the end of 2018, according to Statista. This only proves that companies still look towards the telecom as a vital resource for streamlining their internal operations on top improving audience outreach initiatives. In fact, trends such as big data and the demands for faster internet speeds are compelling telecom companies to work towards satisfying these demands and, more importantly, promoting them to the right audiences.

In response to an increasing demand for more efficient offerings from their industry, telecom companies will have to come up with better methods that will allow them to generate as many opportunities as possible. For this reason, B2B lead generation provides a telecom company a way to widen its reach, engage prospects, and boost its bottom line.

Related: The 10 types of Marketing Strategies for the Telecom Industry

But aside from using digital platforms to carry their messages, telecom companies can also make use of traditional methods to increase the number of leads entering their sales pipelines. One thing’s for sure, telemarketing remains to be a highly effective means of generating high-quality B2B leads, and it should be included in any marketing strategy in the telecom arena.

Related: Little Known Ways to Hassle-Free Telecom Lead Generation in Australia

Getting the gist of telemarketing

Getting the gist of telemarketing

For an industry that emphasizes the use of technology in building networks and strengthening relationships, telecom is all about making things easier, simpler, faster and more productive through communication. It makes sense then for new and veteran players to improve the way they communicate with their audience.

Digital marketing using social media, landing pages, and blogs, provides a logical step towards maintaining stronger ties with your clients. But like any piece of technology, these modern tools have their limitations and they don’t promise results that are any better than when you’re using traditional means. Among the most important of these “cons” according to marketing podcaster Brandon Gaille, using social media demands a lot of resources and the fact that ROI in digital marketing is difficult to gauge are being confronted by both startups and major telecom brands. On top of that, points out that digital marketing strategies are easily copied and that there is a need to exercise caution in targeting your audience as first impressions are critical to your success.

Still, digital marketing has its perks, but to further drive success, you must need to make use of other channels as well.

In the case of B2B telemarketing, companies are assured of getting the right amount of leads to fill their sales pipelines.

It does this by being allowing companies to directly engage prospects. Talking on the phone with someone who needs to purchase a large-scale VOIP product allows you to respond immediately to questions and other concerns. This directness makes telemarketing an important option for companies that need to give prospects the things they wanted to hear and to provide the bigger picture about their offers in ways that are restricted in digital marketing. Aside from this very basic benefit, telemarketing can also increase the competitiveness of a telecom company by being able to deliver intended results faster.

Related: A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]


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Maximizing potential

Maximizing potential

Quality products and services have always been the driving force of success for telecom companies. Still, being able to come up with a strategy that integrates outbound calls is crucial in achieving long-term goals.

In order to make your outbound campaign more efficient and productive, you will only need to build the right infrastructure, train the right individuals, and craft the right messages. You will be able to achieve these by simply making the necessary investments in talent and tools that will seamlessly help you accomplish your goals.

You realize by now that “old school” marketing is still as relevant as ever, and it’s time for you to show some love for telemarketing and the benefits it puts on the table.

The Top Five Marketing Channels In Terms of Conversions

The Top Five Marketing Channels In Terms of Conversions

As a B2B marketer, you should know by now that converting leads into clients is a daunting process. But it’s something you just can’t ignore.

There are a lot of good reasons why companies choose to focus more on conversions rather than acquiring higher web traffic. Writing for Bizible, Chris Keller points out how essential conversions are towards the bottom line and towards possible business growth. In contrast to traffic, conversions are more tied up with revenue because obviously higher conversions relate closely to higher sales.

Even if you were able to collect a lot of leads using your landing page, these metrics won’t tell you about the slightest increase in revenue. To put it simply, having a basket full of tomatoes doesn’t necessarily mean you have the best tomatoes.

Conversions on the other hand guarantee more accurate sales numbers. Keller goes on to say that “if you increase traffic but you have a low conversion rate, it does little for your bottom line.” In other words, if you focus too much on quantity, you won’t be able to secure higher revenue. But if you build a strong system for converting leads into sales, you will be able to get relatively better results. Quality right now is king, and if ever you want to stay ahead of the competition, it’s best for you to improve your messaging and your approach to audience engagement.

Apparently, a lot of companies in this industry are figuring out ways to better improve their numbers in terms of conversions. For a multichannel marketing campaign, it’s just a matter of identifying the platforms that are effective in turning warm leads into opportunities faster and without any letup.

And since we are talking about multiple channels, we will have to look at the five strategies that deserve a Best in Lead Conversions Award.

#5 Social Media

Social Media

To start our list off, we have services such as Facebook and Twitter. It might sound outrageous, but there are pretty good reasons why social media got this position in the first place. To go beyond its strengths along the lines of brand-building and direct audience engagement, social media also has its limitations when it comes to giving audiences the right cues. Moreover, anything you post on social media is subject to scrutiny by everybody. So, if you happen to publish content that’s controversial or poorly researched, expect the fallout to land on your bottom line. Conversions then would be the least of your worries.

Related: Social Media Metrics to Track in 2018

#4 Email

Email

Who still uses email? Well, a lot of business executives do, and you can bet your bottom dollar that most of them prefer to learn about a product or service through newsletter subscriptions. But one caveat about email marketing is deliverability and accuracy. When building a marketing list, you need to make sure that certain details are in order. Neglecting this crucial activity would mean putting your email campaign in dire straits. If an inbox detects your emails as spam, then expect your messaging to suffer and with that, your sales conversions.

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

#3 Telemarketing

Telemarketing

It might seem like this strategy belongs in a museum, but what most people fail to realize is that cold-calling is still an effective means to set up your pitches and deliver your proposals in a way most B2B clients like: direct and instantaneous. After all, having knowledgeable telemarketers to handle your campaigns can actually drive better results.

Related: Earn Appointments with These Cold Calling Scripts for All Industries

#2 Webinars

Webinars

The most effective means to maintain interest in your product or service is to simply market your brand as an expert. B2B clients, as a case in point, have little understanding of the nature of your product, especially if it’s a piece of IT hardware and software. For this, webinars are basically your best bet if you aim to increase understanding of your products and services.

#1 Testimonials

Testimonials

This ain’t no lie. Apparently, soliciting reviews from current and previous clients can greatly help you win more opportunities for the pipeline. If anything, B2B executives are meticulous and they are keen on the companies or the people they are dealing with. Rather than depend solely on your pitches, you can use client experiences to back you up. Essentially, this will help you build new networks and, ultimately, reach out t new clients.

Related: The 7 Things We Did to Make Our Australian Clients Feel Special

Teach Sales Reps to Sound More Natural Over the Phone

Teach Sales Reps to Sound More Natural Over the Phone

Most prospects can tell if the caller is a telemarketer doing cold calls, unsolicited calls or a sales call. From the moment you said, “Hi, am I speaking with Bill Jones?” to the way you say your spiel.

Even if you’re an expert in sales, you may find yourself get confused and stutter when speaking with new a prospect on the phone.  That awkward conversation can make or break your prospect’s decision to listen to you or hang up the phone.

If you are a salesperson doing lead generation for a living, you have to pick up the phone to set appointments, follow up prospects, etc.—then you must learn to sound natural over the phone so your prospects, gatekeepers, or executive assistants won’t notice that you’re trying to sell something.

Here are the 5 things I did that helped me sound more natural over the phone and close more sales.

Know the reason why you’re calling and what’s in it for them.

Knowledge is power. I make sure I know everything about the product or service I’m offering – its features and benefits.  Before calling my prospect, I try to know my objective and why the prospect will take time and listen to me.  How to do this?

You can always ask yourself these questions before making a call:

  • Why are you calling today?  
  • What do you have to offer?
  • What will they get if they listen to you?

Preparation before placing a call helps me gain confidence. Plus, you are more likely to sound like you know what you are talking about so prospects will want to listen to you. Here’s a closer look inside the mind of your Australian prospects.

Tip: Practice your script with your colleague or with your sales manager to make sure your preparation will result to a smooth delivery when you’re talking to your prospect.

Be polite

Many sales reps still try to trick gatekeeper and assistants just to get hold of their prospects. And most of them are rude whenever they do this. Regardless if they are the person I wish to speak with, an assistants or a gatekeeper, I always use the following words when speaking with anyone over the phone.

  • Please.
  • Thank you.
  • May I…
  • Could you please…
  • That’s okay.
  • I understand.

Here are some phrases of courtesy that I use.

  • “Can you please direct my call to Bill Jones?”
  • “Thank you” (When Gatekeeper asked you to hold for her to transfer your call)
  • “May I have your name so I can address you properly in the email?“
  • “Could you please connect my call to Amanda Smith?”
  • “That’s okay. So when is the best time for me to call back for Bill Jones?”
  • “I understand. How about if I send you information for future reference? Would that work for you?”

You may be surprise how words like these can go a long way when speaking with anyone over the phone.

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

I make connections with my prospect

Build rapport with your prospect. How? Greet them and address them by their first name. It usually works for me especially if I’m making a connection with my prospects. Many sales reps are still using Mr. or Ms, Madam or Sir when speaking with prospects as their way to show respect, but I don’t agree on that. You can always show your respect with someone by being courteous and professional when speaking with them. Know the basic do’s and don’ts on telesales.

Tip: By using the prospect’s first name, you are starting the call equal without giving them all the power. Plus, you will sound like you know your prospect when you asked for their first name from the Gatekeeper.

Be brief: “Less talk, less mistakes”

Most sales reps get excited to say their spiel and explain the features and benefits of their product the moment they get hold of their prospect.  The more information you provide to your prospect may lead to an objection.

Be brief and direct to the point when introducing your company, saying your spiel and stating the purpose of your call.

Here’s a sample script I use when I introduce my company or state the purpose of my call:

“I’m with XYZ Company. We are a Microsoft Gold Certified partner and we specialize in MS Dynamics products.

I’d like to find out if your company has plans to evaluate or would consider changing your current software in 6-12 months?”

By being brief and direct to the point, prospect might think you mean business and is not calling to waste their time.

Listen actively

When doing lead generation, this is the most important of all. However, listening to what the prospect is saying is not enough. Listening and understanding what the prospect is actually saying is essential. It will help you know whether or not they are on their “buying stage” or not.

When you didn’t hear or understand what the prospect is saying, you can always ask him to:

  • Repeat what he just said
  • Elaborate what he means (for you to understand it well)

Reminder: Be careful as to how many times you are supposed to ask the prospect to repeat what he just said.  It’s a turnoff on the side of the prospect if you will ask him to repeat his answer more than twice.

These are the 5 things I usually do to sound confident and natural over the phone. They are easy to implement, so you won’t have a hard time adjusting your way of calling. Incorporate these to your own telemarketing techniques to minimize call reluctance and start making more connections by increasing your phone time with your prospects.

B2B Tip of the Week - Use Data Profiling for DNC Compliance in Australia

B2B Tip of the Week : Use Data Profiling for DNC Compliance in Australia

This year and beyond, B2B companies in Australia will have to live under the strict regulations of the Australian Communications and Media Authority as new inclusions in the Do Not Call Register Act of 2006 have been officially implemented early this year, dramatically limiting the lead generation telemarketing efforts of these companies.

The new amendments include permanent untouchability to anyone wanting to opt out of telemarketing calls. ‘This means that the more than 10 million numbers currently on the Register will never need re-registering,’ said ACMA Chairman, Chris Chapman in a press release posted on the agency’s website.

He added, ‘For anyone wanting to opt out of unsolicited telemarketing calls and marketing faxes long term, any new registrations will also be valid permanently.’

This, however, does not entirely mean the end of B2B telemarketing in Australia. In reality, the new regulations indicate a need to outline DNC compliance. One approach is to use data profiling for making necessary precautions and avoiding complaints.

A partner in building effective lists

The ACMA requires businesses engaged in telemarketing to present their contact lists and compare against current DNC files. To make sure none of your contacts are included in ACMA’s database of restricted contacts, you can verify names, addresses, and telephone numbers effectively. This will avoid possible lapses that may lead to violations and eventual penalties.

Ensuring your lists contains legitimate contacts

As mentioned by Chapman, there are around 10 million telephone numbers currently in the DNC registry. The chances of having one of them in your contact list is extremely high, so you are always hard pressed to second guess every lead that comes your way. You can use client research to scrub your lists of any names and contact numbers considered off-limits to your telemarketers.

Choosing and using the best software

Software products now come with features allowing marketers to effectively filter out unwanted targets. The choice of a sophisticated auto-dialer can provide advantages as well, especially if your choice of brand allows you to review a contact’s profile and other pertinent information about it while the call is being placed.

Prioritize inbound calling

Inbound campaigns offer safer ground for businesses that need to increase their bulk of high-quality B2B leads. Maximizing this area means structuring relevant web and social media content to resonate well with current trends. Using data profiling, you are able to identify audience pain points and create content in line with their current needs and preferences. This allows you to discover contacts not yet in ACMa’s list.

Source: http://searchcrm.techtarget.com/news/920042/Do-not-call-list-changes-game-for-marketers

a telemarketer that looks sad

“We’ve outsourced our B2B telemarketing before –umm, it didn’t work”

This is what you’ve told John, a persistent telemarketer on the phone who’s been trying to convince you to hire them, a B2B lead generation company, to perform telemarketing tasks for your business. The problem is just that you don’t have enough faith left in the process because you’ve already been there, and things didn’t go as planned. You just don’t want to do it again and true enough, nobody can hold it against you (sorry, John).

But at least you’ve got to find out exactly what happened back then, right?

You don’t need to consult a detective to pinpoint the flaws in your previous venture with an external company, because there can only be 3 possible culprits:

  1. The outsourced agency
  2. You
  3. Everything in between

That’s all there is. It could be one, two, or all of them, but for sure, the fault will not go beyond those three. You need to do a little introspection, see beyond the failure, and ask, why did it fail?

The outsourced agency

Just because they’re a lead generation company doesn’t mean they are faultless when it comes to producing results. To start with, there could be a lot of loopholes in their system: incompetent agents, lack of support from leaderships, substandard equipment, lousy IT infrastructures, and so on. It is important, should you decide to give another company a chance, to seek for testimonials from businesses that have gotten their services. Investigate on the things regarding their practices that you may not like. Consult one of your own IT people to assess their systems. Make sure they’re in tip-top shape before they do business with you. If in doubt, don’t.

You

What could I possibly have done to ruin my own campaign, you might ask. Well, you may have set unrealistic expectations and goals. Most B2B telemarketing agencies won’t tell you if your targets are unreasonable (of course, they’re trying to show-off a bit, that’s all). Or perhaps, on the other hand, you may have been very vague about what you wanted to achieve. You can’t just give them assignments and leave them hanging in the air, and then pop back when the deadline’s up. For all you know, the company you’ve hired may be the best out there, but you just didn’t use them the logical way.

Everything in between

Blend it all together, and you’ll understand why it all boils down to the relationship between you and the agency. There’s the issue of trust, of transparency, of feedback, of authority, and the list could go on. Just look back during the days when the campaign was still on-going: how often do you check up on them? How are your conversations with the team leader? How did you overcome difficulties along the way? Were there any conflicts? Would you say, with all honesty, that it was a pleasant, productive relationship?

The Five Ways You Waste Time In B2B Appointment Setting (Featured image)

The Five Ways You Waste Time In B2B Appointment Setting

Since we are talking about work, you might find yourself doing things that will not help you at all. Indeed, these might actually cause you to waste precious time. It sure makes sense if you can avoid them, right? So, what are these time-wasters that you should be avoiding?

1. Working too much on the wrong work – you know that there are limits to what you can do in a single day, so we try to work on things that matter the most. The problem here is when we focus our efforts to much on the wrong part of your telemarketing campaign. That would certainly waste a lot of precious time and manpower in our work.

2. Putting off the easy ones – I tell you, the easy tasks that you put off for tomorrow will become the hardest ones on that day. A veteran marketer would take every chance he gets to finish all necessary stuff up on the day it appeared. Letting it linger for later handling would be poor time management, and will cause you to waste time later on.

3. You micromanage your employees – all right, you might want to properly manage and observe your employees, but you will not be going anywhere near your goals if all you do is breath down their necks. You have more important things to do, and your employees will need a little slack while they are working on getting more B2B leads coming in. If you really believe that your employees need guidance all the time, then you probably chose the wrong people for the job.

4. You focus too much on the details – in marketing, you should really look at the details, but focusing too much on them would cause you to miss the big picture. When that happens, well, you might start committing mistake number one or two. Try putting some perspective in your work. That would help.

5. The wheel keeps getting reinvented – if there is anything that you might want to learn about in terms of time wasters, it is that reinventing the sales process rarely gets you the right results. Truly, if you are sensible enough for the job, you will know that some selling styles are best left as is. You just have to know what these are and work on them.

Yes, these are sure-fire sources of wasted time. If you truly want to be productive in your B2B appointment setting campaigns, please try avoiding these common, but erroneous, business and marketing practices.

Top Ten Tips For B2B Telemarketing

Top Ten Tips For B2B Telemarketing

Being effective in your B2B telemarketing campaigns all about being ready to address the various issues faced by both your customers and business prospects. Basically, it is all about providing quality customer service for all you call as well as those who call you. While you do need to meet your sales leads targets, you also need to make sure that the other party is happy as well. This is a very important point in ensuring that your B2B appointment setting process will go smoothly. Now, the question here is how you do your job right. Luckily, there are some tips that you can use.

1. Clarify complaints – people complain about the service or products that you offered, you should check the details. Most callers would be saying too many details that the real issue could get muddled.

2. Have confidence – this is a real boost to your performance, one that can be noticed during your call. Believe that you can do the job, and the job can be done.

3. Be positive – no matter how bad the day has gone by, thinking that things will turn out well in the end is important. A little positive outlook can mean a great deal for a person’s morale.

4. Speed up the call handling – time is precious, for both the caller and the called. It is important that you and your B2B lead generation team be made aware of that. No dilly-dallying of calls, go straight to the point, and help your prospects get things done.

5. Have a proactive system of helping prospects – some problems can be anticipated before it happens, so it pays for you and your team to prepare for it before it happens.

6. Plan your seating arrangement – this is especially important in large scale telemarketing operations with shifting work schedules. It would be useful if you can get some automated planning system that will maximise the productivity of our marketing team.

7. Know who you are calling – take note that there are different kinds of customers and potential B2B leads. Once you realise these little details, it would be easier for you to generate more sales leads for your business.

8. Make self-service options easier for users – sure, nothing beats a good marketing call, but you have to make sure that alternative sources of information is readily available in a quick and convenient manner.

9. Hire the right team – telemarketing can be a really stressful and complex job, so in the event that you have to hire people, make sure you hire those who know this business well.

10. Delegate to the right people – you cannot do everything well on your own. In case you have to do business with someone you are not skilled with in handling, leave that job to those who do.

These tips can be really simple, but they all have a strong effect on B2B lead generation campaigns that rely on them. You can follow these tips to, and you will see that this is a good investment.

3 people using gadgets with feedback concept

The Power Of Effective Telemarketing Surveys

When you consider how to gauge the latest buying behavior of your target market, and how this can affect your generation of qualified sales leads, there is always some way for you to do that. And it need not have to be that expensive or complicated at all. Sure, you will hear people scoffing at the idea, but conducting a telemarketing survey would be a really smart move on your part. The only question here is whether you are capable of organizing one. We all know just how costly it can be, so many are turning to cheaper methods in ascertaining the real beat of the market.

This is just so sad, since they are missing out on something good.

You see, when it comes to understanding what really runs in the mind of your customers, you really have to ask them directly. Now, you cannot just wait for them to stop by your office before you start your interview. There has to be some other way for you to get information without waiting things out. And there is a way for that: a telemarketing survey. If you think about this carefully, then you would agree that this is a very viable way to study your market, as well as identify factors that can help you generate more B2B leads.  But why should you, as a marketer, consider this option?

First of all, you need to put a human touch on your interactions. True, you need information, but you just cannot pull this out of every randomly chosen customer. You need to have an interview, which is not that hard at all. As long as you have competent telemarketers on the job, then it would be easy.

Second, you need to cut through the data noise. Big data may be all the rage of the marketing game, but, sometimes, you just have to go through things with simplicity. By conducting interviews, and by crafting the right questionnaire, you can go straight at the heart of the matter and get the answers you want. You just have to be patient and inquisitive in that regard.

Third, there is the cost of acquiring the information. Depending on the tools you use, it could be a really expensive or time-consuming affair. Just remember that your business is supposed to be benefiting from your actions, so you should avail of tools or mediums that can get you results fast. The success of your appointment setting campaign may depend on it.

Lastly, there is the skill set involved. Are you the type of person who could handle the analysis of the data your surveys have collected? Do you have the means to interpret the data? Do you have employees who can do that instead? These are just some of the questions that you ought to answer first.

For the final word, there is nothing really wrong if you employ a telemarketing survey to check on your market. Just make sure you organize and manage one properly.

A man reading a book about Steve Jobs

Lead Generation Lessons From Steve Jobs For The Australian Market

What makes a marketer effective in lead generation? This is just one of the many questions that have always come foremost in the minds of those responsible in generating qualified B2B leads in Australia. Perhaps we can take a page from the late Steve Jobs, the co-founder of Apple. Considering the number of people praising his style of selling (not to mention a significant number vilifying the same strategies), we can learn a thing or two about our own way of getting sales leads, especially if we use telemarketing for our work. So, how can we do it, Steve Jobs-style?

First, we should be aggressive. Not in the sense that we are intruding into the life of our business prospects, but more along the fine line of not taking ‘no’ for an answer. Basically speaking, nothing ventured is nothing gained.

Second, focus on presentation. Why else was Jobs able to get that ‘wow’ reaction from his buyers? Because he knows how to present well. It is the same thing with you, if you want to turn sales leads into a closed deal. Being able to stand out in the ground meant presenting something in the most attractive manner possible.

Third, always deliver. What is the use of all those aggressive selling and presentation if you do not deliver what you promise? This is the greatest strength that Jobs’ company did, and this is something that we can learn for our appointment setting campaign.

These are the three main points that you can learn from Steve Jobs. You can use these to ensure that your lead generation campaign is more successful.

Four Important Characteristics Of A Good Niche Market

Four Important Characteristics Of A Good Niche Market

Niche marketing is most effective in finding qualified business leads when the chosen market is properly researched. To find a niche market that will lead to better profitability, the chosen niche must have the following characteristics:

– A lot of keyword variations.

If the chosen niche allows you to use a lot of different keywords, creating quality content to attract your target business leads won’t become such a chore. For better success, hiring an expert lead generation firm that is knowledgeable in content marketing that would surely improve the results of your sales leads generation campaign. Furthermore, a diverse set of keywords to choose from will significantly improve your inbound marketing campaign because it helps your company website show up in long tail search queries and become more visible on search engines.

– Keywords that have high monthly search volume (at least on Google, but ideally on other search engines as well).

Unless a set of keywords has a high monthly search volume, it wouldn’t be a very profitable niche to explore. Keywords that have high search volume—especially for keywords of intent—mean that there is a real need in the market that you can provide a solution to. This also leads to more successful b2b appointment setting campaigns due to the large number of queries.

– Low competition.

A low competition rate for a set of keywords mean that you will have a better chance of getting business appointments with your target b2b sales leads because there are few other service providers offering similar services to yours. Utilizing a well-targeted b2b telemarketing campaign will also result in high quality business sales leads for your business that would be much easier to convert.

– Ignites your passion

Last but absolutely not the least, you have to make sure that the niche you choose is one that you are truly passionate about, or at least, one that you can easily maintain creating content for until the next decade or so.

There are free applications available to help you choose the best niche market to do business in, but for the best and most comprehensive report regarding your chosen niche, it is best to hire an experienced b2b lead generation company. These firms employ SEO specialists who will help you gauge the suitability of your market. Furthermore, you will have easy access to a complete team of lead generation specialists skilled in using various marketing methods.

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call center culture

Uses of Outbound Telemarketing For Your Growing Business

Australia has embraced telemarketing as a critical element in their customer service support and other inbound services. Business organizations, there have optimized its use by establishing a help line for emergencies, a channel where clients can put out their issues and concerns, and a medium to strengthen the bonds between the seller and the buyer. Indeed, the use of the telephone is very consequential in maintaining healthy relationships with customers. Its fastest speed, ease of access, national and international coverage makes it the best way to provide solutions to clients’ problems.

But, telemarketing is not confined within the walls of inbound calling. Client support and other inbound activities form only one side of marketing through the phone. The other one is outbound telemarketing. It is a function that is concerned more on bringing new clients to the sales pipeline, making researches about the current market and talking with the decision-makers of other companies. If inbound concentrates in retaining customers through immediate responses to their needs, the epicenter of outbound is with generating new buyers. Increasing the value and quality of the sales pipeline is one of the tasks that can be accomplished through this pursuit.

You can make use of outbound services to propel your business success further. Here are some of the activities you can work on.

• B2C/B2B lead generation. One of the best things to find sales-ready buyers is to obtain their business and consumer contact information. In this task, cold-calling is now considered a veteran, which combines fast speed and accuracy in gaining B2C/B2B sales leads. Although you can power up, online marketing and other avenues, making cold calls has an edge over such tools. What sets phone marketing apart is the chance to talk directly with the decision-makers. A telemarketer can directly engage in a dialogue with them, which makes it possible to determine their interest level. Through this, you can generate only willing buyers and avoid the hassle of chasing poor leads.

• Market surveys. Apart from obtaining new customers, you can use outbound calling to know more about your target market. Another way to attract clients is to give to them what they need and want. By doing a telephone survey, you will unleash their desires. The information you obtain will guide you in recreating products and services according to the preferences of targeted leads. Market research is the key to unlock your customers’ hearts desires.

Database cleaning. If you have your own leads database but have not updated it recently, the phone is the best way to clean it. Verifying data directly from the prospects and clients themselves is something that only telemarketing can accomplish in high speed and precision. You can get rid of old contacts and replace them with the latest information. Besides, you can add new data.

Appointment setting. Business leads are not only things generated. The phone, when done properly, is a channel to get hold of business appointments. In fact, appointment setting is made easier and faster with telemarketing. Just be sure that quality assurance is firs imposed on generated leads in order to avoid wasting time on cold leads.

If you want to ascertain that the future economic benefits expected to gain in telemarketing exceed the costs, put your trust on outsourcing. Credible telemarketing call centres can find business opportunities in behalf of you. After all, contact centres are experts in this field.