Telemarketing is often seen as old fashioned but used alongside social media it is a powerful tool to grow your mailing list and find you new leads and customers.
The great advantage is that it becomes possible to actually speak to the person that you have been chatting to on twitter, Facebook or linkedin and to actually close a deal and give much more detailed information about your product or service.
Telemarketing and social media on their own offer great potential but if combined complement each other to become a very cost effective way to promote your company. This can give you the edge on your competitors.
Social media can generate prospective clients and allow you to engage with them, this can be very effective in increasing your companies awareness.
Telemarketing helps to reach the decision maker in a more direct and personnel way and this can enable you to get an immediate response. It is a means by which organisations can proactively promote their business either in-house or outsourcing telemarketing.
Any project that you are going to invest your time and money in needs to give you good results, right? This really applies to a telemarketing project, the results that you will get from your phone calls will be based on the quality of the data that you are using to make your calls.
Making a phone call to the wrong contact is a waste of both a call and the time it takes to complete. It also won’t make you feel good about yourself, nobody likes to make phone calls and receive a whole string of NO responses which is most likely to happen if you are calling the wrong customers.
One of the first things to consider is to know who you ideal customer is. These are the people that you want to be phoning and introducing to you and your business. What kind of person do you want to have as your customer? Is the size of their company important? Is where they are based going to be an issue? What kind of culture do you want them to have or do you work best with?
So where are you going to get your data from?
1 – Some companies will sell you data and if you think that is the right way to go for your company make sure that you are very specific in explaining to them exactly what you need.
You will be able to choose from a set of criteria and you should expect to pay in the region of 10-20p per lead.
2 – Build your own list using information from previous clients, introductions from networking and also google potential clients who you think would benefit from your services. Building your own database is going to be a lot more personal than buying a list.
If the list you are working from is more than 6 months old then you are highly likely to find that people have moved on or changed positions within the company. In which case the first call that you make will be information gathering to find correct details for the decision maker. So ask for the contact name you have and if they are no longer there then ask who has replaced them. Make sure your list is up to date, get an email address and check who you need to be speaking to.
Before you make a call you need to find out as much as you can about the company that you are phoning. I would suggest having their website open as you are speaking to them, sometimes the smallest piece of information will be enough to close the deal. People like it when you have done some research and know something about their business. Imagine if you were to receive a cold call from a telemarketing company, how would you like them to treat you on the phone?
There are different techniques that l will show you over the next few weeks to get yourself through to the decision maker. For now just concentrate on finding your list and making your first calls to ensure that you have the correct details of the people you need to speak to.