Before you assume telemarketing is getting phased out, you would be surprised how much use it still has when it comes to measuring success. You do not always need to generate leads directly through telemarketing calls either. There are other ways that telemarketing can be used to measure your overall marketing success regardless if it adds to it or not.
Other Ways To Test With Telemarketing
As a prime example, internet traffic has often been used by many software businesses today as a mark of success. Questioning its value has also become another recent trend however. Using telemarketing, you can find ways to see if there really is any point in drawing all that online attention for software leads.
Traffic versus customer profile – Can you really imagine your prospects spending enough time on the net to give you that traffic? Sometimes hearing them more directly via inbound telemarketing will provide something you can either compare or contrast. Do you have that many people surfing for you despite little time or is one person doing something to unethically produce that traffic?
Authenticating responses from traffic – If your traffic has been getting a lot of responses from supposed prospects, why not send a telemarketing call to make sure they are not generated by spam bots? It is also a fact that contact forms do not necessarily count as leads until you engage the prospect in further conversation. Telemarketing may be just one way to do it but it is also among the fastest.
Determining the value of traffic – Sometimes taking note of your traffic can be more of a distraction when you have the same telemarketing conversations or leads, like accounting software leads, despite any rises or falls. At this point, it might be time to look to other areas of your marketing strategy to see what is really behind your success.
Think of traffic like the social media profiles of your online friends. Telemarketing is the part where you see if you can meet up with these friends and see what they are really like. There can be a great disconnect between your relationship online or it could only add to the conversation you already had. There may not be a need to dismiss traffic’s value completely in your software lead generation campaign but it pays to have a process that is more ‘real’ to measure its role in your success.
What seems to be a trivial problem in telemarketing can still be a major obstacle once you actually sit down and try to make a call yourself. If miscommunication occurs already at the start of the call, you will have difficulty prolonging it into anything that will result in a lead or appointment. It is like accidentally mislabeling costs and certain taxes in accounting. The effects on your telemarketing strategy could still be catastrophic.
The Trivial Telemarketing Problems That Are Not So Trivial
One of the things that these deceptively ‘trivial’ problems have in common is that they happen in the single moment when your telemarketing agents are doing the simple tasks of making the calls. If you are an accounting business, you would expect these calls to tell everything your salespeople need to hear about your prospects’ accounting concerns. Here are some of the ‘petty’ problems that might actually choke the qualified accounting leads you need:
Thick accents – This is not to poke fun at your prospects. However, even when just requesting information, less skilled telemarketing agents may not be able to understand completely because pronunciations are different. Tones are also compromised by the nature of the prospect’s native tongue. Remedies to this are either agents who are adjusted to hearing these or at least a quality analyst who does.
Poor telecom tech – If either you or your prospects have a really bad line, your telemarketing agents must try and find other ways to communicate. Of course, they can also attempt to try and understand past the static. Either way, consult other means to verify the information to avoid misspellings and use email so that prospects can better word their problems.
Buggy database hardware – Poor tech does not end in the phone. It can also extend to the databases use. If you are an accounting firm, you probably know the risk of using worn out hardware to store critical financial information. The same applies in telemarketing services. Slow download times and corrupt data are just some of the nightmares in store unless you upgrade your telemarketing tech (even just a little bit).
These are actually quite basic requirements for telemarketing (whether you are outsourcing it or setting it up in-house). Improve your listening skills, fix up both your telecom and database tech or else your underestimation will lead to serious accounting lead generation problems.
In this day and age, most marketers still think that the best way to maximize the number of potential clients is being as popular as you can.
And to an extent, there are a lot of facts supporting this idea. Companies like Salesforce and Goldman Sachs are well known faces in the business world. They’re big brands, wield a tremendous amount of influence, and get tons of press coverage (both good and bad).
Although, that doesn’t mean you’re set up to lose when you’d rather generate a substantial amount of sales leads without necessarily being a public face.
What you should be focusing on are targeted sales leads. Of course, even large brands could be carefully selecting their target markets for all you know. The difference between you and them however, can be startling:
You have fewer people watching you – Large brands, more likely than not, have a lot of eyes on them so there’s probably double the pressure to keep their marketing strategies a big corporate secret. You on the other hand won’t have to hide too much. And with less pressure, your sales teams can put more focus on defining ideal customers and communicating with them instead of watching out for who else might be listening.
Fewer third parties – Focusing on private relationships between businesses also means you have fewer people to please. (Did you know that private corporations in the U.S. are reporting faster sales growth since 2012?) When you can worry less about the press, your shareholders (other than customers and employees), and even the government, you have more brainspace to think about finding serving targeted clients.
Less pressure to get gimmicky – You don’t have to push your lead generators to adopt campaigns that would otherwise seem irrelevant if not for the public shock value. For example, Easter might be fun but you know enough about your customers to say that adopting the theme of the holiday won’t do much marketing-wise. Therefore, there’s less pressure to try costly, risky marketing stunts.
Garnering public attention can have explosive results. But when you’ve figured out that targeting individual prospects has proven better for your business, there’s no harm pushing through and forsaking the fame game. Nurturing your customers can sometimes be a far better investment than having all eyes on you.
In accounting, we are able to understand the concept of money and how you can give better understanding on how taxes and other related topics about accounting works. but it seems today that many student are currently picking accounting courses because they heard its pay are good. Yes the pay is good but the problem with that is, not all CPA will be endorsed. With basic accounting understanding you can do your own easy budgeting and organizing.
But what really complicates things is that few CPA’s are being endorse, due to the fact that CPA are growing in numbers and not all businesses will want incompetent CPA’s, so businesses based it on the CPA’s grade, or just the usual interview. Some businesses might find hiring a CPA on their own might be hard so they’ll ask companies that provides Financial Services or Accounting Leads to help them choose which one is best for their company.
Accountants are growing rapidly, and it doesn’t stop there. Some accountants are being put in the I.C(Individual Contractor) status. So they just go their and work then if all is finish, quits or find another company to work for. But it seems that companies hires CPA’s intern to help veteran CPA’s in organizing messy paper works. So how can we advertise accountants? Well, nowadays advertising or endorsing a person best works in LinkedIn, where they use it as their resume. Advertising may require you to pay a lot of cash just so your name will be spread throughout the marketing industry. but you don’t need to pay a single dime if you know how too.
A small tips for your accounting leads
Searching for an accounting leads may require a thorough research about who to pick and what’s great about him/her. but the main reason why you’re searching because you’re in need of an accountant that can get things done. Of course, you may like to ask yourself this question before picking an accounting leads “Will they bring me better result next month?”
Telemarketing requires you to hold emotions that might get you fired once you don’t know how to conceal it, so you won’t feel.
Frozen is so last, last year, and it’s been overrun by Big hero 6 which is also so last year. What’s new now is Inside Out, a movie about an 11-years old emotion, Happiness, Sadness, Disgust, Fear and Anger.
I honestly haven’t watched the movie and only read the reviews they’re getting and I honestly want to say, I want to watch it so badly. It tackles the emotions which also being studied in psychology course. I love to study this kind of things, behavior of people and what’s on their mind, even though it’s 55% predicting and 45% analyzing.
Moods Diagram Meaning Emotions And State Of Mind
Most of my friends are customer service representatives, and they usually get angry most of the time they’re at work. Saying foul words and mocking customer when the calls end. Everyone is like this, everyone who is irritated by people are getting angrier by the second. We are always consumed by our emotions that for some reason, we radically change.
Concealed emotions aren’t good for you
As much as we want to conceal specific emotions, we are endangering ourselves in the process. Every emotions works as a team, where someone is the cause and the other will be its result. Take for example a sad memory that will become a happy one in the end of that sad event. Our emotions works the same as our mind does.
Concealed emotions are turning the other cheek. And will only burst when you least expect it would, whether it might be Sadness, Anger, Disgust, Fear and even Joy. Of course there are 3 more basic emotions, which include Trust, anticipation and Surprise.
This doesn’t only goes to telemarketers, everyone is experiencing burst emotions, we must be mindful of what we say and what we heard, cause a little misunderstanding can burst Anger.
Some financial service providers use appointment setting campaigns to promise security. However, some prospects in turn interpret security as constantly pinching pennies and feel that is enough. They do not need your expertise even though the real message behind your appointment setting strategy is to free prospects from such restraints!
Your Appointment Setting Campaign Should Be Out To Break Chains
There is plenty of good reason to use appointment setting campaigns as a means to encourage spending as much as saving. The problem is that the most hesitant prospects equate spending with splurging. A true leader in the financial industry knows that is not about how much money is spent or saved. It is about how all of that ultimately achieves the desire of a business prospect.
For example, instead of an appointment setting process that evaluates how less your prospects spend on certain processes, see how those decisions are impacting their business. Are they denying something critical? Is their business dying out? Are their workers unhappy? If these are not questions you normally use to generate qualified financial leads, best start asking them now. If not, here are just some of the consequences:
Slow to zero business growth – Their finances are steadily increasing but are they really all right with its rate? Such prospects need your appointment setting campaigns to make them aware of how slow growth is a negative. They constantly struggle to get by with barely any improvements year after year. And all for what? Increasing their bank account? What good is that when they refuse to spend?
Business fears come alive – Does your prospect fear competition? Do they fear expansion? These are some things your appointment setting process should also look into. Make them realize that if they constantly hesitate to gain advantages, they are only securing themselves to see such fears come true. This does not mean irrational financial decisions but simply a note that shows fear can be just as irrational.
Vulnerability to misconceptions – Financial appointment setting campaigns are part of prospect education. Education is the remedy to misconceptions that were mostly likely planted into prospects’ heads. Now it is your job to use your appointment setting process to enlighten them on the truth about false, limiting financial beliefs.
What is the point of your prospects’ businesses when all they do is deny themselves the things that makes those businesses grow? Your appointment setting campaign could be the one thing they need to have them reflect on what they really wanted out of their ventures. Start acquiring your financial sales leads, like credit card processing leads, accounting leads, tax consulting leads, auto insurance leads, with the intention to free prospects from their own misinformed restraints.
When people hear telemarketing and insurance, they usually start expecting a bad pitch that bombards with bad what-if scenarios. How can you turn that around for your own auto insurance company? The answer is simple: your telemarketing tactics should only propose what-ifs that actually have a point.
Using Telemarketing To Tackle Only The Most Likely Scenarios
Telemarketing conversations regarding insurance often turn out bad because a prospect feels secured enough without it. Instead of going forth to destabilize their confidence, why not focus on proposing insurance for the cases where that confidence is lacking? What you have forgotten is that looking for a problem is not the same as making a prospect think there is a problem.
Start by offering help – Do not hesitate to equip your telemarketing services with information resources regarding common vehicle-related risks. Instead of just asking them if they are concerned over this or that sort of accident happening, start by giving advice on prevention. That way, it will not look like you are generating auto insurance leadsbased on how accident-prone their business is.
Look at what is difficult to prevent – Once you have gotten to helping prospects prevent what is easily prevented, it is likely your telemarketing conversations will finally touch upon problems more difficult to prevent. Think of it like presenting your business as a safety net for trapeze stunts that will clearly have fatal results should that net not be there.
Admit your own limitations – Finally, there should always be honesty in auto insurance telemarketing. That includes transparency regarding what you can cover so that your prospects and customers will not think you are just covering up supposed ‘loopholes’ in your business.
Going back to the example of the trapeze act, you can even argue that skilled professionals do not ‘use’ safety nets often (if, at all). Why then do they still set it up? It is because, like good telemarketing, they know a single what-if is all that is needed for tragedy to occur. See to it that you generate your insurance sales leads only for the sake of making sure no similar tragedy befalls your prospects.
Knowing the budget of a prospect while qualifying your leads for IT products is a given. However, there is more to it than just knowing that a prospect can afford working with you. You should also consider how that budget is the result of how they intend to pay for your services. Neglecting otherwise could mean your leads would result in deals not worth making (at least not right away).
Cost Of Sales Leads VS Cost Of Payment
If you read this article from Ad Age you will see how even the biggest possible clients you have might have a trick up their sleeve when it comes to paying you (despite having the budget to do so):
“A week after the biggest advertiser in the world — Procter & Gamble — announced it would stretch the time it takes to pay agencies to 75 days, packaged-goods giant Mondelez has gone a step further, instituting 120-day payment terms.
Execs across adland are decrying the practice, saying it verges on unethical. But they also say they feel helpless going up against such big players who wield massive ad budgets and work with dozens of agencies.”
The rest of the article only gives more reason for why your technology sales leads are not just about measuring their cost versus gains from a sale. It should also consider how those gains are going to come in. You do not really need CPA to understand the logic behind the objections. Given the cost of IT lead generation (among other business processes), you should further qualify the budget information in your sales leads based on:
How long you can hold out – What good are bigger IT leads if your business cannot sustain itself long enough based on the payment terms it gets from them? Do not just wait for your salespeople to renegotiate once the sales leads have been qualified. Let them know beforehand so that they can offer something in your business’ terms that will help you hold out.
How smaller sales leads might help – Sometimes it can be an accumulation of smaller sales leads that could lead to smaller deals but these deals sustain your business more consistently once they are added up. Again, it does not matter whether you are for or against the action reported in the article. It just means that you should really pay attention to the qualified IT that keep your business nurtured via payments.
How prospects came to prefer the terms – Lastly, this is all part of understanding the circumstances that lead to a budget. It is not just about how they came to afford your services once the sales leads have been qualified. It is also about how they came to prefer getting the budget via desired payment terms.
It can even go the other way around. What if your prospect states that they have the budget but they presume that paying for advertising is only a one-time transaction? Misinformed prospects are not viable for qualified sales leads either. Generate leads based not just on one-time budgets but how they intend to pay for the whole thing!
The relationship between today’s marketers and the Google search engine has always been a turbulent one. However, this relationship is just but one of the many the search-engine giant has with the rest of the world. And while you can argue that marketers have quite an impact on the development of its search engine, the impact of other influences shouldn’t be underestimated. You have the views of those using the system to locate information. You also have those taking it further by calling legal actions and controversies against the giant (just search “Right to be forgotten”).
Hence, it’s important that your sales lead generation strategy is prepared for the worst: when the land of SEO is no longer fertile because of it.
An insurance salesman may disagree but situations like this are almost the equivalent to acts of God. It’s a change or an even that just feels a little bit out of your control. For example, the recent Penguin rollout has finally sparked an outcry from long-time Google believer Eric Enge from Search Engine Land. He complains that the new changes aren’t as forgiving anymore and show absolutely zero mercy to small businesses. One might even take it further and accuse Google of kissing up to ad-paying brands (all at the expense of smaller businesses).
So is this the end of SEO? Perhaps. It may be one thing for other sites to game the system. But if Google itself is found to be the one gaming, you need to brace yourself for the day when SEO becomes a less fruitful option.
On the other hand, there’s still hope that these changes may not be as bad as they sound. There are still those who believe that these new updates are simply more proof that the technical side of SEO is fading way while its new reincarnation is bringing all other styles of marketing into the picture.
But even if this is true, you have to prepare all the same. These changes could still mean that raw SEO shouldn’t be wholly relied upon anymore. The land is drying up and it’s time to consider finding (or perhaps maybe creating) a new pasture:
Think back on your objectives – What was the main point of looking to SEO for your lead generation campaign? Exposure? More inbound leads? Remember, there are still other ways to generate these without necessarily becoming an unwitting Google acolyte.
Test different means to the same end – Following that, know that testing is usually the next step to preparation. Since there are so many other alternatives out there, you can’t afford to place your bets in all of them. Outsource some of the alternatives first before trying them out yourself. Check to see if SEO-dependent results can be replicated with less reliance on Google.
Consider other search engines – Bing may not be as big a hit as Google but it could be getting there. And who knows? Maybe a third upstart might show up to join in the race. With Google’s reputation more and more at risk, it might be high time to include other players if you insist on investing in an SEO-based strategy.
Are Google’s days numbered? None of this is really enough to indicate. What’s more likely numbered are the days of counting on raw SEO to improve sales lead generation. The land is going dry. Either nurse it back to health or find a new pasture.
For some marketers, the idea of using stories to improve the results of your lead generation campaign might sound a tad bit irrelevant. After all, there are still some organizations that would rather strike up a conversation that would lead to sales conversion. That’s neither obnoxious nor outdated (especially when they’ve been nurturing leads this way for quite some time). This doesn’t leave them with a lot of time to blog or to do blog-worthy research. Some would rather go out, network with real people and then just follow-up with some telemarketing calls. There’s really no time for telling a story here!
Or is there?
It’s true that you can’t automate the process of building trust needed for any functional business relationship. That can even extend to the idea of automating that process just by putting up a blog instead of actively seeking a conversation.
However, that doesn’t mean there isn’t a story being already told.
Sure you may not be publishing it or retelling it during every sales or marketing call. However, you are already doing something that’s arguably more essential: You are living it. And when you see yourself living a story, it can actually guide you to improve the processes without necessarily opting for the inbound approach.
It puts them in additional perspective – Stories are often told in only one perspective. However, in your case, you can see everything you do both through your own eyes as well as the eyes of your customer. And after that, you can even include the perspective of the customers who will learn about the way you got the sale or delivered on your proposition.
It increases character awareness – It can help you and your organization create more awareness of their actions. Why? Because like any story, characters are defined by everything they do and how it affects the plot. Alternatively, the less you know about what you’re doing, the less trust you’re going to inspire.
It’s not entirely scripted – You can even argue that the kind of story being told through your daily marketing activities is even better because it’s not entirely dictated by some pre-planned, overarching plot. It’s similar to how a telemarketing script is less awkward when you learn to internalize the essence of what’s written instead of just awkwardly reading off it.
Contrary to popular belief, not all stories are told through books. Neither are they limited to film or even song. Sometimes your role as marketers and sales reps is already a tale already telling itself.
The short answer is obviously no. However, there are a lot of lead generation and marketing tactics that seem so easy to pull off. You want a really shocking example? Look up the Masrani Corporation.
If you’re one of those who just went, “Hmm, a new client?” after one look at the site, you’ll be sadly disappointed. It’s fake.
But rest assured, this post isn’t really going to be about fake websites and fake business identities. On the contrary, the reason why this particular phony is so impressive is that it’s actually part of a larger viral campaign for the upcoming (and long awaited) dino film Jurassic World.
Whoever came up with this website clearly had some experience in the B2B marketing sector. It has everything you’d expect from a corporate internet property. It has a blog, features the CEO and other top decision makers (including the lead scientist from InGen who will return in the film). There’s even news about the company’s other assets like oil and telecom.
Of course, compared to maybe a real, thriving, and all-around Fortune 500 site, maybe Masrani is just about average. The thing here is that it’s been pulled off regardless. It’s easy to believe that, as far creating a website goes, businesses have this whole lead generation thing in the bag.
For marketing, it indicates many things:
Companies are sharing – When you see a movie pop up an impressive yet oh-so-typical corporate website for its marketing campaign, it just goes to show many real ones are out there that they’ve managed to reference. Like Masrani, more and more companies are using their websites in a similar fashion: Showing off assets, sharing news about themselves etc.
It creates a lot of stuff to dig – In a sense, lead generators are much like investigators in a sense that they need a lot of information to bring back to their sales people. The fact that websites give away so much could leave you with a lot of things to dig (things that can be good to know… and bad).
The ‘future’ is pretty much here already – Remember that article that said its high time businesses invest in social, websites, and PR? Apparently all predictions came true in just a matter of months. It’s a cause for alarm from those who still haven’t caught up but if you’re note one of them, it goes to show that on-point with your digital initiatives.
Lastly, it can also serve as a small warning for experienced marketers. Now that everyone’s crowding the internet with instant corporate websites, the bar for quality marketing is going to get higher. So maybe instead of lead generation being all that easy, it could be possibly get even harder!
For some companies, especially technology ones, attention to technical detail is championed as the sales pitch. You cite features like processing power and memory space in order to impress. But when you’re telemarketing something more complex, the technical details start to get cumbersome.
By default, you’d normally switch to cutting out most of the technical talk and try to ‘speak human.’ But what if that’s not actually enough to take you there?
For example, you’re selling one of those big data toys that have the capacity to crunch and quantify everything down to a minutiae. You might say that’s great for detecting diseases or scanning faces.
However, does having a healthy amount of blood sugar keep you from being the next serial killer? Look at prison inmates. Some of them have bodies at tip-top shape. It doesn’t stop the worst of them from being very essence of the term “criminally insane.”
The point here isn’t that data technology is useless. On the contrary, it holds rich potential. This is merely pointing out the bigger reality that the technical details can be minor to particular prospects.
Going back to the health data example, imagine that you’re calling to pitch machine that can detect cholesterol levels in the faintest blood (or even saliva) samples. Would it matter to your prospect if they’re more concerned for the mental stability of their employees? Your machine could give off the most average ratings but it won’t tell you if one of them is on the verge of going postal (or at least has a very poor attitude).
As always though, problems like this go all the way back to good, old-fashioned targeting. Creating buyer personas and value propositions all involve knowing what details matter most to a prospect and aligning your marketing efforts to it.
Educate but only to a point – A prospect can’t always be on the same level as when caring about a particular issue. In such cases, it’s best to just educate to the point that they’re satisfied. For example, you wouldn’t want to give a lecture on skyscraper plumbing to someone who just wants to fix the sink.
Understand the experience behind it – There are prospects who care about particular details because they’ve had personal experience with what comes after neglecting them. In this regard, they’re much like you. But seeing as you’re the on marketing to them, it’s your responsibility to know why some details matter more than the others.
Understand gravity when you see it – It sounds weird yes but when it comes to the gravity of a particular subject matter, you have to admit some issues carry more weight than others. Financial problems are far more pressing than clean toilets for instance. So when it looks like you’re raising something that’s not a big deal at all, the most professional thing to do is concede.
Simply put, one manager’s technical detail is another’s biggest deal. And if you want a big deal yourself in terms of sales, you’re going to have to understand the details that matter to them.
As Game of Thrones is kicking off its fourth season, it won’t be long before comparisons between the book and the drama adaptation start stirring the fan forums.
It’s kind of freaky actually when you realize that an adaptation can be just like a form of cross-channel communication. You have the same message (in this case, one epic fantasy tale) but different means of getting it across.
But just like Game of Thrones, have you ever noticed that this also results in two channels marketing each other?
One of the common challenges to integrating other channels is consistency. And in the case of GoT, that’s the reason why so many people can’t stop talking about the differences between the book and the show. What’s fascinating though is that while it can turn someone from the show, it carries the chance that fans will flock to the original material.
You can use this to the advantage of your telemarketing campaign. Suppose you decide to integrate email or invest in a social media property. When the message just doesn’t seem just as good as a live business call, get frustrated audiences to hear it themselves!
See this need to consult the original source material is really the accumulation of several ones:
Lack of information – When people see that one message is another version of an original, they tend to presume something will be missing. It’s like spot the difference but only on a more subtle scale. An email can give a brief list of some of your services but restrictions are applied so as not to bore the reader. Whereas in a live telemarketing call, the prospect has the leisure to ask for all services if they think that is what their own business needs.
Contrasting information – Another serious case is the possibility of contrasting information. Sometimes, in the case of multiple channels, the messages seem to contradict each other. Who will your prospects turn to for final clarification? That’s right, a real human being. It gives telemarketers a good reason to train themselves on your campaign long before any other message has been sent.
Different style – Finally, you have the tendency to have different communication styles between channels. An email could draw more focus on a particular product or service whereas a telemarketing pitch could emphasize on something else. This is where you’ll find the risk of inconsistent messaging. Get the two channels to reconcile and let prospects know you use more than just one means of communication.
People like an original and that goes even for simple marketing messages. Don’t feel restricted when adapting a message to a new channel could require it to change. Let those changes prompt potential clients to pursue you in the channel you originally excelled at.
Data integrity is vital to the lead generation process. That’s why salespeople who outsource it often ask if vendors ever share the data they use with other customers.
Justified it may be, this leads to several misconceptions about how lead generation companies gather, store, and handle their data.
1st Misconception – It’s all the same.
While it’s true that their databases could include the same numbers used by other competitors, it’s a lot more extensive than that. Offering an outsourced business process demands the vendor to really invest in what they’re selling (as any business would). In their case though, it’s not just the callers, the data qualifiers, or the information tools they invest in. They also invest heavily in data itself. Otherwise, they can’t meet the demand as well as they’d hope if their information only allows them contact as far as a particular region or within a particular industry.
So in one sense, yes they draw from the same source of data to generate their contact lists. But in another sense, the source itself is so large that you it’s not just meant to accommodate your own lead generation needs. (This doesn’t even mention the rate at which such a database grows.) It might as well have every business number in the world (along with the tools and personnel to contact them).
2nd Misconception – They lack filters
Nothing could be further from the truth. Lead generation companies don’t just start dialing the first number they see in their database. What’s the point of having a kick-off meeting if that’s their only modus operandi?
Lead generation companies have several data mining tools at their disposal both for updating information and extracting the sort best suited for a customer’s individual demands.
They also have software that allows them to compare the list they generate to any list you would prefer not to contact. This forbidden list can be specified by you or can even be compared to another client in case you really want to make sure nobody else is calling them for the same purpose of marketing your company.
3rd Misconception – They mine unscrupulously
Strict policies are in place to keep agents from calling the same prospect, even if it is for a different product or campaign. Given the monitoring tools they have, don’t think their employees are stupid enough to pull a fast one.
A sort of ‘grace period’ is often granted to a prospect once they’ve been qualified and an appointment has been set. This keeps a single company from calling the same business one too many times. (This security measure can prove itself very well when more hostile businesses trace calls being sent to them.)
The industry of B2B marketing and lead generation wouldn’t be standing today if a glaring problem like data integrity continues to persist. Rest assured all vendors, despite their competition, are called to this standard.
And on your part, this basic guide will help you identify those who adhere better than the rest.
Summer’s just weeks away and floating with it is the promising idea of a tropical vacation. Sadly, kids and teens have it pretty easy when it comes to the planning. You on the other hand can’t seem to catch a break. How do you get back to work once the heat and sun are over and done? Did you miss any appointments? Did Mr. H from HCorp call back? What about that email from John Doe Industries? Who followed it up?
Leaving instructions while you’re away is part and parcel of any business process. And as far as sales and marketing is concerned, yes you should think about how your telemarketing setup is geared to keep going while you’re gone. The problem is you don’t seem to be satisfied and can’t help but over prepare.
This can be stressful for both you and your telemarketers. Remember, you’re planning to go on vacation. Going on vacation isn’t flying off to Honolulu and just taking the phone calls from there. If that’s your idea of it, then it won’t be surprising that you’re one of the 59% who feel vacation-deprived.
So to make sure you’re not harassing yourself and the agents who handle calls for you, here are some tips:
Keep workload exactly as how you left it – And by that, it doesn’t mean your telemarketers should help reduce the number of prospects for you to close. Even if you manage to put in extra effort and close a high score of leads, more leads will come in anyways. This renders any form of ‘de-cluttering’ absolutely pointless. Rather, use your telemarketing resources to leave you with no more and no less than the number of appointments you left with.
Ask for a summary only after vacation’s done – At some point, it might mean your B2B telemarketers won’t be making any leads until it’s almost time you’re expected back. That doesn’t mean they have nothing else they might want to report to you about. But of course, this is only when you get back. Don’t make any hints of you dropping lines or making excuses to delay your big break. Learn how to brush these things at the back of your mind when you’re supposed to be relaxed.
Finally, reeeeelaaaax – A key part of getting the vacation mood is actually relaxing yourself on a daily basis. With so much information coming from your telemarketers, don’t just slam the brakes by announcing your vacation. It’s better if they’re actually used to you taking time for quick breaks. What better way to let them feel what it’s like once you go on your big one?
Relaxation isn’t also the only perks of vacation. You’ve got family catch-up time, soul-searching, a chance to hang for a girl/guys night out. What good is all that fun when you can’t leave your work behind? So the next time you leave it up to your telemarketing agents, actually mean it and take your vacation.
The title sounds like an old telemarketing lesson but you have no idea how the concept fails to ingrain itself in everyone. Oddly enough, advertising companies and marketers can relate plenty with it. Why? Communication, regardless of medium, demands quality. Unfortunately, some people forget that medium has an impact on that quality as well. Just look at the case between telemarketing to a phone and that of a cellphone.
The Quality Of Telemarketing Calls Gain More From The Phone
If still using telemarketing for your firm will get you in trouble, then you need to know that there is not even a need to attract the sort of trouble you are thinking about. A good example is telemarketing to cellphones. Do you know that there are plenty of professionals out there who hate the quality of a cellphone conversation? Herb Greenberg of CNBC seems to think otherwise.
“But there’s this one thing I hate about the quality of a cellphone: There is a split fraction of a second delay on cellphone to cellphone calls that for some reason always makes it seem like you’re interrupting the other person. You know exactly what I mean, and nobody ever seems to talk about it.”
The following might sound quite petty, but cellphones can still have a fair share of other issues that make telemarketing difficult for finding merchant services leads like credit card processing leads:
Choppy signal – Suppose your telemarketing agents called someone who was out driving through a tunnel or into an elevator. Do you really think they would waste their time when all they hear is “Ahdksd…JJksjkal… kraakh!” Honestly, why on earth would they call a number like that? They would be better off even with voice mail.
Greenberg’s grievance – If you were to take Greenberg at his word, this is really not the sort of feeling you want throughout the B2B telemarketing campaign each time you dial a number. You want to feel that you are calling at the right time. You do not want to feel like your prospect was in the middle of something (or worse, they really were).
Background noise – Sure you can hear background noise from a landline phone but try to picture it this way: Where is that phone? When you are telemarketing something that is just sitting a desk 24/7, the worse you will hear the crash of a coffee mug. Compare to that to the possibility of overhearing loud traffic, voices of crowds, or even the din of an arcade!
Sure, there may be some more important things to worry about when planning (or outsourcing) your telemarketing but when you are afraid of doing something even telemarketers find fruitless, you are hesitating for no reason. Do not undermine your lead generation strategies just because you think you need to use telemarketing on prospects out on a drive.