B2B Lead Generation Telemarketing is the Way to Easily Enhance Your Bottom Line Profits

What are the main advantages of using telemarketing services and should a business consider using specialists in order to gain the most benefit from this type of marketing? Do B2B lead generation and telemarketing companies really get better results as opposed to trying this method of new business generation in-house?

There are a number of advantages and disadvantages to telemarketing; it will work well for some businesses whereas others will not benefit from this type of direct approach at all. Telemarketing will work proving you know exactly what you want to achieve from a campaign. Jumping into a telemarketing campaign without a well-planned strategy is bound to end in disaster. Cost is a major factor in the success of a telemarketing campaign; in order to benefit from telemarketing you have to weigh up whether your average order value will cover the cost of telemarketing.

Sometimes, telemarketing is an investment as opposed to a method of generating more revenue quickly. Data cleansing, for example, whilst it may yield one or two prospects throughout the course of the campaign, is not a direct way of producing new business but it is an effective way of ensuring you have the most up to date and relevant contact details for your prospects if you do market through other channels, i.e. email campaigns.

Some of the main advantages of telemarketing are:

• 1. The provision of a more interactive and personal sale service. Contacting a prospect and speaking to them directly is much more likely to result in an appointment or sale than sending them a generic email.
• 2. It creates an immediate rapport with new potential clients or can strengthen relationships with new customers.
• 3. Telemarketing allows businesses to sell across a much wider sales territory. This method of marketing can reach clients and potential customers anywhere in the world.
• 4. Measurable results. Every step of a telemarketing campaign can be measured. From number of decision makers conversed with to the number of conversions made on a daily, weekly, monthly or even annual basis, telemarketing is entirely transparent and measurable.
• 5. It allows telemarketing agents to explain any technical issues in detail and also gives them the opportunity to overcome any objections instantly.

The type of telemarketing services you should consider using will depend on your goals and what you want the outcome of the campaign to be; different specialists in the telemarketing field can produce different results so it is important you clarify exactly what you want when approaching an outsource provider.

B2B lead generation companies, for example, will focus on capturing and nurturing new business opportunities for your organisation so that your sales team can move in and make the sales. Telesales, not to be confused with telemarketing, is different and will result in an order being placed over the phone. Most telemarketing companies will focus on passing over leads or booking appointments whereas a company offering telesales will make the sale over the phone.

Remember that there are some disadvantages to using telemarketing; the main one being that your company image could be tarnished if your telemarketing campaign is carried out poorly or unprofessionally. Another pitfall, if you are considering telemarketing in-house, is that customer lists, which can be purchased from suppliers, may not always be up to date and opted-out. If your business calls someone who is registered on the TPS, you can be fined. Training staff is extremely time-consuming and costly but the financial impact does not end there; on-going maintenance and performance monitoring of an in-house telemarketing team is also costly and time consuming.