If you work in B2B, you still need to make telemarketing calls. The economy is undergoing a period of massive restructure due to CoVid-19. There is increased competition as many companies chase smaller budgets. The temptation may be to look for the cheapest, easiest ways of marketing your business. The growth of social media is clear evidence of this. But of course, just because something is easy or cheap doesn’t make it effective.
Admittedly, outbound telemarketing may seem a bit 80s, but done properly, well structured telemarketing can give you many benefits. What kind of benefits might you expect?
1.You can identify the main reasons someone might buy from you – You will get to understand what makes them buy, by talking to prospects and even your own customers and clients. What do they like about yours and your competitors offerings? And what do they not like? What are they looking for by having a 10-20 minute conversation with you? You’ll learn lots, and hopefully you’ll find it stimulating too.
2. You are more closely in touch with your market – The very fact that you’re talking to a number of people, maybe 125 in a week means you’ve got your ear to the ground. If something happens in your sector chances are you’ll find out about it quickly. Much more difficult to know what is going on if you only sell through distributors.
3. Quality feedback – Imagine if you have some detailed, in-depth conversations each week with a cross section of your target market. This will allow you to understand far better the needs of your sector. What would make their life easier? What do they really want? How much are they prepared to pay for it? What specification, delivery options do they want, pricing schedules etc. Detailed one to one conversations help you find out.
4. Niche marketing – telemarketing is a great way of test marketing a new niche you’re interested in entering. Yes you may want to do it through an agency if secrecy is key. However you do it, you’re talking to the market before investing large. At best this may avoid costly mistakes. At worst it may cost you a little to confirm what you already thought you knew.
5. Low cost – Outbound telemarketing is relatively low cost. Your only costs are the wages for the person carrying out the job. Don’t scrimp here. Get someone good. The quality of their work will easily repay the extra investment. Also you have phone costs. But these are small now in the days of VOIP, calling bundles etc. The upside is that phone calls are the second best quality contact you can have with clients and prospects. Because it is a dialogue.
If you think telemarketing could be great for your business, give us a call. We’d be glad to help if we can. You can call us on 01858 461148 or simply drop us your details on our contact page.
Alternatively you may already have a telemarketing team, but feel that you could get far more from them. Either way, we’re here to help.