Making Telemarketing Work For You

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...of many telemarketing companies, it is worth considering the following points before partnering with one.

- The best companies will invest the time to understand your business before they pick up the telephone. They will want to ask the questions that they will be asked by your customers. The more they understand, the more likely they will be to succeed quickly.

- What is the company's specialist area of expertise? If you have a business to business product, you will want to know that they have demonstrable expertise in this area.

- Can they show...

...you their reporting processes? If not, walk away. It is unlikely that the first call to a prospect will elicit a meeting so you need to know that the company is logging and following up all calls made.

- The results of telemarketing will only be as good as the data which has been collected. Whilst it is relatively easy to buy lists of companies, it is worth taking the time to qualify this kind of data, making sure that it is relevant to your business. Every call that is made to someone who does not need your product or service is a waste of time and money.

- Working completely from a script is an easy way for telemarketing to fail. Ensure you know what you want to say but also make sure you engage the person on the phone in a conversation to understand more about their requirements. It is worth getting a telemarketing company to cold call you at the outset so you can see what your reaction is to their approach.

- Ensure you have the sales force available to attend the meetings being generated by telemarketing. Brief the sales team on the campaign... continued on page four >

 

 

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