Outbound telemarketing is back in fashion – here’s why
Outbound telemarketing appears to be having a bit of a revival at the moment.
In the recent past, B2B (business to business) marketeers have been developing inbound marketing models. Encouraging customers and prospects to contact them using a number of modern technology driven methods. Social networking, website contact forms. Plus eflyers and the rest.
And yet ………… generating a good amount of new prospects remains as important as ever. But marketeers often find that the ‘free’ methods of contact such as social media, may increase engagement. However they don’t necessarily increase sales. Everyone is doing it, and so it is difficult to get your message heard above the noise.
Quality over quantity
There is now an increasing focus on quality of leads over quantity. Salesforces are too expensive to be chasing lots of leads with little or no potential.
We have to get closer to our customers. Talk to them. Find out what they really want and how. Furthermore, the speed of change is increasing. This is due to changing technology and a boom-bust economy. We have to listen to what our customers tell us daily.
Outbound telemarketing offers you the chance to talk to a good number of customers on a daily basis. All without incurring the large costs of running a car to go door-knocking. Phone charges have never been so low (free in many cases.) You can talk to c20 decision-makers a day in the average B2B market.
Furthermore, backed up by your sophisticated CRM system, you are now able to categorise prospects by numerous selection criteria. Effective sales effort is partly based on good initial targeting and data quality.
Keep going with your inbound marketing techniques. Also try the more traditional forms of marketing such as paid advertising, exhibitions etc. But don’t lose sight of the benefits that some great outbound telemarketing or telesales can offer you. Needless to say the ideal mix is different from company to company, and from industry to industry. But if you want to discuss the idea of some well structured outbound lead generation, as part of your overall marketing mix, contact Andrew – the one with the marketing degree and let us see if we can help you.
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