Launching a telemarketing campaign to promote your business can be like a journey into the unknown. It can be good or bad, but one thing is for sure: it will require some investment. Making phone calls takes time, money, and often, trial and error. As with any marketing investment, the last thing any company wants to do is burn resources that should be working toward growing the company. At SAS-Marketing, we understand how important your sales goals are. So, in this article, we’ll discuss ways to ensure you get the best telemarketing service. In turn, you’ll increase your chances of strong ROI from this area of your sales efforts.
Avoid Transactional Telemarketing Companies
Some telemarketing companies are highly transactional. Of course, a transactional approach works in some industries. And, I’m not saying that these companies aren’t well-intentioned. However, certain habits develop in non-relationship-focused environments. These habits can include:
- Focus on price instead of quality.
- Less personal treatment toward your prospects and even you.
- No interest in your product or service.
One of the main reasons clients state for choosing us is “You show interest in our business and have a plan.”
The thing is, we get to know our clients as we’re educating them on our services. Then, we apply strategies that are appropriate for their individual scenarios. Our clients immediately recognize this as they shop various telemarketing services. Most other conversations leave them feeling that something’s missing.
If you get a sense that any of the transactional habits mentioned above will be an issue as you’re researching cold calling companies, move on. You can apply this principle particularly if you’re looking for something deeper from an outsourced sales partner.
Hire A Company That’s Interested In Your Business
I once had a client tell me that the manager at a telemarketing firm he’d worked with told him that they didn’t want him involved with his outbound calling process at all. They weren’t interested in hearing any background information about his company. Instead, they told him, “Just give us the list and let us make the calls.”
Now, I don’t know about you, but I wouldn’t want someone who knows literally nothing about my company calling potential clients. This is especially true if said clients will pay thousands or millions of dollars for my service. Should I send someone their way that knows nothing about them, or me, to start our relationship?
Definitely not. Especially when selling a high-ticket service, industry background helps ensure you’ll receive the best telemarketing service. Working with a firm that knows your industry is a good start. It’s even better if they have experience.
Stay Involved In The Relationship
Have you ever heard the term “the squeaky wheel gets the grease”? Of course, you have! And, you also know it means that whoever’s up front and center gets the attention.
Communication will make a world of difference in the realm of getting the best telemarketing service. We recommend weekly reporting and brief pow-wows around the data and results. These conversations help keep you and your cold calling partner motivated. It also ensures you stay on the same well-aligned.
I have met sales managers and leaders who don’t have time to stay involved with their sales and marketing strategy. Frankly, it’s a scary situation. With sales being outsourced in part or as a whole, if the company’s sales leader isn’t focused on sales, no one in the company focuses on it.
This behavior comes from the belief that throwing money at the “problem” of sales in their companies should be enough. This belief is unrealistic. Founders of new companies usually need to exert a high level of energy and input into sales and marketing before putting them on auto-pilot.
Getting The Most From Telemarketing Can Depend On You
The lesson here: Even if you’re happy with your outsourced BD company, stay involved. Things may be running smoothly without your daily involvement, but checking in from time to time is worth your while. A few benefits to maintaining good communication with your telemarketing partner:
- Staying informed of things that can affect your sales and overall business.
- Being able to share feedback consistently and quickly.
- Reacting faster when things are working and when they’re not.
There’s a lot of debate out there as to whether cold calling is still effective. The answer is yes, it is.
We know it works because it’s the reason our company exists. We’ve seen all kinds of businesses grow because of cold calls. But there’s a way to do it right. If you want to grow your business, let us know what questions you have. We’ll help you understand what the right way for your business is on a no-risk consultation call.
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