What are the benefits of using outbound B2B telemarketing

Getting into a business is a difficult task and is by no means the straightforward exercise it would initially seem. B2B outbound telemarketing is not a simple case of telephoning a business, having a quick chat with the right person and booking in a meeting over the phone. A telemarketer has to be consistent, persistent and resilient. Decision makers hate taking cold calls, there is no two ways about it, so a telemarketer has to be persistent in their efforts to even get put through to the right person in the first place.

With B2B outbound telemarketing, agents have to make a minimum of 150 calls per day to even speak to a handful of decision makers. Providing the caller has the skills and abilities to get through the gatekeeper in the first place, it is these key calls that a telemarketer lives for. These are the calls that mean they have the opportunity to pitch a product or service. With business to consumer telemarketing a caller will not have these difficulties; the person that picks up the phone, because they are either being called in their own home or on their own mobile, is usually the decision maker. Occasionally a child may answer the phone and have to call their mum and dad to come and talk, but they do not have the same gatekeeping skills as most receptionists and secretaries!

All telemarketers working for professional outbound B2B telemarketing agencies will have undergone training in order to get through gatekeepers to speak to decision makers therefore it stands to reason that they will have much better success with speaking to the right person.

Outbound B2B telemarketing agencies offer flexibility and guarantees in terms of volume and quality. If you employ someone to carryout B2B telemarketing in-house, you have no guarantees that they will be successful. Unless you invest in someone to manage the telemarketing arm of your business, or invest in performance monitoring software such as a CRM system, call recorder and statistics manager, you don’t really have any idea what kind of results they are really generating. All telemarketing agencies use innovative technology and software in order to give transparency for clients and monitor agent performance.

A telemarketing company is only successful if it is generating results and making money for clients therefore they take performance seriously. If you choose to work in partnership with an outsource telemarketing agency, you can worry about the core activities of your business knowing that the telemarketing is being looked after elsewhere. Most telemarketing agencies will allow the clients to set the criteria and parameters for calls, so long as it is reasonable, so you will get what you are paying for. If you want to get in touch with companies that offer training programmes, you don’t want to go to a meeting with a prospect that does not offer any sort of training. If you want to speak to companies that give consumer credit, you do not want to attend a meeting with a business that does not offer consumer credit. The beauty of working with a telemarketing agency is you do not have to accept any leads or meetings that do not fit your criteria.

Nicole Semark, a director at Amvoc, an outsource provider of B2B telemarketing services to businesses in the UK and overseas, has developed a comprehensive approach to telemarketing for businesses and users.