As the legend goes, telemarketing finds its humble origin in the hands of a few housewives trying to sell cookies over the phone. Since then it has become a part of an organizational structure for businesses, both small and large to acquire leads and convert them into subsequent successful sales.
Women still play a major role in the telemarketing segment as businesses prefer them over males. Though it is a contestable notion, some reports state that people find the voice of females soothing and less stress-inducing during a call. Whatever the case may be let’s lay it to rest and continue with our course. There are different subcategories of telemarketing such as lead generation, sales, outbound and inbound etc.
And here we are going to explore a few context and concept of how relevant outbound telemarketing companies are in the present day post-modern business scenario.
Efficient lead qualification
Telemarketing companies that work on outbound campaigns efficiently dig through and filter leads out of the piles of contact lists. It is a pretty daunting task for those businesses that are not adept in this process. The executives call the prospects and fluently describes the products and services. They put good efforts to spike an interest in the customer. When interested, the executives keep a record in the database for these leads. Their job description most often than not also includes pro-actively setting up appointments for these interested ones.
Higher conversion rates
As mentioned above, filtering leads requires a good amount of work on behalf of the company. If proper follow-up is carried out, the chances of a qualified lead to get closed is much higher than a non-qualified lead. Therefore, it seems to be in favour of the businesses to outsource this task to professional telemarketing companies to ensure a higher percentage rate of conversion.
Better sales opportunities
The executives of the outbound telemarketing companies are well-trained to convert objections and queries into a closed sale. Objections, when handled by novices, may turn into an unexpected bloodbath which would most definitely result in a frustrated consumer and a bad impression of the company in the market. But the same query when handled by a professional may turn into a sale. This is a complete reversal of the original outcome.
Updating database list
Agents working as telemarketers also perform the task of regularly updating relevant and fresh data onto the inventory of contacts. This, in turn, ensures better lead qualities and saves precious time that may be lost calling an irrelevant contact.
Immediate customer feedback
With telemarketing, it is possible to collect immediate customer feedback regarding the product and service. It gives an insight into how the concerned product or service can be modified to the needs and requirement of the customer.
Another additional benefit of outbound telemarketing companies is that it can prompt the prospect to speed up the time taken to make the final decision. For instance, an email might lay in the inbox for days before the prospect makes a decision while it is quite hard to ignore a call. And skilful reps can help the potential customer to make that decision.
These are some of few advantages of telemarketing that can growth hack the revenue of an enterprise, if utilised ethically and kept on par with industry best practices, it can be a great asset to consider. Telemarketing is similar to fire, a good servant but a bad master. Overuse of this asset may result in the opposite outcome. Cold calling is one such example where businesses buy irrelevant contact lists which are not qualified and call prospects that may not have even heard of the brand, let alone their products and services. It gives a very bad brand image in the market. Another instance where telemarketing can back-fire is when all the resources and efforts of a business are focused only on outbound telemarketing tactics. This is another big ‘No’. Instead, both the inbound and outbound campaigns should be undertaken in such a way that both complement each other.