Making Telemarketing Work For You

25/01/10

By Denise Effenberg, Managing Director of Teleleads

It makes sense for companies to proactively look for new business rather than rely on customers finding them. How can businesses formulate a cost effective telemarketing campaign that generates relevant business leads?

Denise Effenberg, Managing Director of Teleleads, provides some key pointers.

You have a great product or service, a shiny new website and a team ready willing and able to take orders. You know it is relevant and can save your customers money. People would be queuing up to buy if only they knew about it.

For small business owners this is the...

...challenge. Entrepreneurs need not necessarily be natural sales people and even with a targeted list of prospects, the thought of picking up the telephone and cold calling can be daunting.

In his book "The Real Deal" James Kahn describes launching his own recruitment company in London and the challenges he faced in the early days picking up the phone and introducing his company to prospects. It was only when he put himself in the shoes of his potential customers that he began to see the results that his efforts deserved.

There is an important lesson from this: knowing what it will take to convince a prospect to take a meeting with you is a skill that is often overlooked. Once James Kahn had figured this out he experienced instant success.

Of course, entrepreneurs do not necessarily need to do the legwork themselves. They can employ a sales team to do it for them. However, this is not always the most effective solution.

In the current climate, many companies want to keep operating costs and overheads low. For a small business there may be the resources available to employ one sales person but it is difficult... continued on page two >

 

 

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