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Outbound Telemarketing Services
Isogon Marketing the Telemarketing Specialists |
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Good Telemarketing Works
Are you selling to other businesses? Do you need a constant stream of sales leads? Then telemarketing might be the answer for you. Five times the response of direct mail and email shots
Telemarketing is expensive on a cost per contact basis because of the labour costs involved. However, money is a relative commodity, isn't it? Telemarketing is expensive when compared to direct mail, for example, yet it is also extraordinarily effective.
This is because it is a live medium, where objections can be dealt with, appointments made and decisions reached - just as in a face-to-face selling situation. But this is achieved without the time involved in travelling, training and experience which is required to become an effective salesperson. This may explain why it can typically generate five times the sales/results produced by a direct mail shot.
Here are some of the key rules of telemarketing:
Objectives
As always decide what your objectives are. Do you want people to request further information? Are you trying to organise sales meetings? Or can you actually take orders over the phone?
Targets
Always set targets for the number of calls, and/or the number of Decision Maker conversations, or the number of 'successes' (appointments, direct sales etc) which you will achieve for each session.
Database, Database, Database
Have you heard the old one about houses? (Question: What are the three most important things to take into consideration when you are buying a house? Answer: Location; Location; and Location). It's the same with telemarketing. The three key elements are your Database, your Database and (yes, you've guessed it), your Database. How do you ensure that you are working from a 'clean list?' By having accurate data so you are not being constantly told: "Mr Smith no longer works here.” It is quite common for telemarketing agencies to begin by calling an entire list, to check that the contact information is correct.
Delivery
Once the first three phases above have been established, the final piece of the jigsaw is how you then deliver your activity. This can be done in-house, but research and results suggest that the help of an external partner such as a telemarketing agency is the most cost-effective way of addressing this part of the process.
Conclusion
The more calls you make, the more relationships you will strike up. In combination with the rest of the marketing mix you will soon find that there are plenty of 'warm calls' to make and that the number of people who call you will increase.
For more information on telemarketing please contact Isogon Marketing on: 01276 856275
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