Telemarketing and telemarketers are
a rare breed. Telemarketing is not only a perfect marketing way for businesses
selling products/services to their target market at a pretty low price but for
B2B markets it can speed up the sales cycle for the more expensive sales
representative regardless of its simplicity or complexity . Telemarketers are
usually helpful at the initial stages of a sales cycle. After that, the sales
representatives should take over to close the deal.
It Speeds up the Sales Cycle
Early in the sales cycle, it takes thousands
upon thousands of calls made to a list of thousands and thousands of customers
and prospects. Some end as leads and some don’t. Telemarketing and
teleprospecting are perfect for making the kind of high volumes of cold calls
necessary at this stage of the sales cycle. At the back end of the sales cycle,
customers require more detailed information on the service/product. This is the
time for sales representatives with a higher level of product skill and
understanding to convert prospects into customers. It is just as unpractical to
expect a telemarketer to close a sale as it is to expect a sales representative
to make 1000s of cold calls.
Role Of Telemarketing Services
Telemarketing services assist in
generating leads by handling the bulk of phone calls. This cuts down the sales
cycle for the sales rep. A business can start telemarketing job in-house or can
contract out to another company like Larson & Associates for a better
Return on investment (ROI).
Creating a telemarketing team and
having them called to thousands customers won’t get results unless of course
they are trained well to increase the value of the sales cycle. Automated calls
are usually end hang-ups. Therefore, in order to yield results it’s important
to train telemarketers with business processes and on customer dealing to avoid
such issues.
Benefits of Telemarketing To
Businesses
Fixing Data:
Databases that are publically
available have a lot of inaccurate or inadequate data. Telemarketing services
can come in and correct the information so your sales representatives won’t
have to. Its time better spent else ware. Come to think about it most in-house
lists are messed up as well, sometimes even more so because no one is in charge
of cares about keeping it up to date.
Accumulation of Proprietary Data:
Telemarketing services can also
assist in adding proprietary data to the prospect’s records within the
database. This includes company’s decision makers name, equipment replacement,
etc. which is all helpful in the timing sales calls.
Aid in Building Brand Identity:
Telemarketing services also aid in
brand building even when the calling doesn’t yield leads. Calling to the same prospect
or customer again and again establishes a feeling of stability and visibility.
Timing Is Everything:
After collecting relevant information,
telemarketing can set-up the sales representative’s call. When a customer tells
the telemarketer that the equipment needs replacement at a particular time, or
they have a project coming up to bid on, the sales representative can call at just
the right time to focus on the sale.
Your business shouldn’t spend valuable
time and resources in the early stages of the sales process. Use your skilled
sales representatives to concentrate on the later phases of the sales cycle.
Larson Notes & Satire: Use
the right people at the right time.
For
the telemarketing, teleprospecting and lead generation call Larson &
Associates at 847-991-1294 or email me at howard@larsonassociates.ws . One call is all it takes to start getting sales
leads in your funnel.
Howard Larson
Larson & Associates
Target Marketing & Telesales
Professionals for new account acquisition
Making good businesses great and
great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
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