Telemarketing or telesales is no longer the preserve of large companies with dedicated call centres. There are many specialist telemarketing providers who can offer the smallest business a cost effective direct marketing solution.
Telemarketing or tele-sales is an effective method direct marketing and is a method used by many businesses to generate extra sales. Until recently this marketing method was the preserve of large companies with huge budgets and unlimited resources. However, there are now several small scale providers who offer this service to small businesses for a set monthly fee or in return for a commission per each sale created.
Business to Business Telemarketing
Telemarketing is split into two distinct areas – Business-to-business and Business-to-consumer and can be operated from a dedicated call centre, from the client’s own offices or from a team of individual specialists who often work from their own homes.
The main services offered by these providers include lead generation, direct sales, customer relations and the receiving of inbound telephone enquiries which have been generated by external means such as press advertising and leaflet drops.
Advantages & Disadvantages
Telemarketing or telesales as it more widely known, can offer several distinct advantages over alternative marketing methods as it allows you to access your potential customer’s interest immediately and address objections which would otherwise not be known. It also affords the opportunity to explain your services in a manner which the potential client will understand and thus convey your message more effectively.
There are, of course, disadvantages. For example, some people can often have a negative opinion of telesales operations which can be difficult to overcome. For this reason it is advisable to consider carefully whether your business fits the telemarketing model and take your time to find a provider who can offer a professional service. Ideally you will want a telemarketing company or specialist who has some experience and knowledge of your particular business. Because telemarketing is a growing industry there are several niche service providers who have tailored their services to suit specific business types such as accountancy, IT, and consumer services.
Business to business telemarketing also has a wider role to play, it is not just about selling your product or services to new clients. As businesses become more sophisticated and competitive then relationship management and customer care can become equally, if not more important and a professional telemarketer can often be of benefit.
Legal Issues
There are certain legal obligations you need to be aware of when marketing directly to clients. For instance, if you are collecting and recording information then you must comply with the Data Protection Act 1998. You must also request permission to hold this information and store it securely.
