Even with all the technology and automation surrounding us these days outsourcing key marketing activities like telemarketing lead generation campaign is still the lifeblood of many organizations that need to find business to business clients and is a crucial part of their success. Indeed many of them would not otherwise have any hope of meeting their sales targets without this lead generation method.
If anything telemarketing has dramatically increased in importance in recent times. For instance with the widespread use of the World Wide Web which makes it fairly easy to avail a lot of useful company information to potential clients, telephone contact with those prospects becomes even more critical. Not to mention the fact that the high numbers of these potential leads makes follow up quite a challenge within the organization. Thus those companies that neglect to follow up on their online efforts with telemarketing will usually end up losing out.
Using telemarketing alongside internet marketing dramatically increases the response rate, some say by as much as 30 per cent. Little wonder that organizations looking for business to business sales leads have found the strategy of combining their marketing efforts on the web and elsewhere with telemarketing extremely effective.
For starters it is important to appreciate the fact that there are different types of telemarketing relevant to business to business marketers. It is not just about cold calls anymore. The two broad categories here are outbound and inbound telemarketing marketing. In outbound marketing existing customers and prospects as well as potential ones are contacted on telephone with the intention of marketing to them. With inbound marketing, calls and inquiries are received and the relevant information being looked for by the prospect is given over the phone. The whole idea is to always make every effort to convert these calls and enquiries into serious prospects and ultimately paying customers.
There is a lot of hard work involved and plenty of skill required so much so that for most businesses it makes a lot of sense to outsource this kind of lead generation to somebody who can focus all their attention and efforts on it.
It is therefore hardly surprising that call centers for whom telemarketing is a staple are increasing in popularity. They wouldn’t be if they were not delivering a good response. More so in these hard economic times where many businesses are finding it increasingly difficult to meet their sales targets. Telemarketing has in fact become a real lifesaver in many instances.
Successful telemarketing systems usually call for a series of calls with the first one designed to establish a customer’s needs or requirements. The other follow up calls are meant to motivate and move the prospect into a position where they are finally ready to place an order.
It is a numbers game where the vast majority of those called will not end up as prospects, let alone buyers of the products and services being promoted in this way. Naturally a large number of people need to be systematically called for good results. Something that would usually not be easy within the organization where there are many distractions from other chores calling for equal attention.
Organizations seeking business to business clients need to have a good understanding of telemarketing and its’ true potential in lead generation for effective outsourcing and supervision so as to yield the best results.