Telemarketing. Oldest but still the most effective marketing tool when your goal is to reach a wider market segment. This is divided into two types: the outbound telemarketing services and the inbound telemarketing. These two may be similar at the first glance as both connect with consumers but they sure are different.
Outbound telemarketing services enable you to connect with your prospects via cold calling. This is a technique to lay down interest to your customers to subscribe to your service or buy your product.
While in inbound telemarketing, customers are the ones reaching your business. Inbound telemarketers deal with incoming call and customer service. They could be driven by an advertisement you put up, through your social media channels, or email subscriptions. Your inbound telemarketing agents have to make sure the customer interest will turn into a sale.
Both connect with customers but why are outbound telemarketing services having a bad rep compared to inbound telemarketing? Simple answer, you are not doing it right.
Your bad outbound telemarketing services can shoo away your potential buyers instead of attracting them. So how do you know if you are having a bad one? Read on to know if you are doing these bad practices.
If you are doing this, your outbound telemarketing services are bound to fail. Why? This is because you just deploy your agents to blindly call people. Take note of the term we used, people not prospect buyers.
The key difference is for your outbound telemarketers to call targeted prospect buyers. How can you define them? By a proper and smart market segmentation.
How to create this? Market research and market analysis. If you are not yet into this, you better start now before you even consider having a telemarketing service.
Why is this a key step though? Because this is like going into a war with no idea who to target with. It is like shooting your ammos randomly and hoping to shoot one, if you are lucky. Imagine the lost ammos or in this case wasted calls and only come up with one or two buyers.
We know business does not run on pure luck. Success must be quantifiable for you to know if your strategy is indeed effective. This is also applicable with outbound telemarketing services. It must be anchored on real data to deliver real buyers.
A poor definition of wasted calls when it comes to outbound telemarketing services is when it failed to turn into a sale. This is bad practice right there. An outbound call may not turn into your desired action.
Yet this is a good opportunity to collect valuable data. Failing to do so can affect your telemarketing and business in the long run. As valuable information and insights that could help you improve your telemarketing services goes right under your nose without you knowing.
This is in connection with the second reason above. You may have set how you implement your outbound telemarketing services but it should be open to changes.
The market and people’s preference changes. This is inevitable. The only thing you can do is to embrace and be ready to change.
How can you make smart changes so you can triumph in these inevitable circumstances? Of course it should be in accordance with real and timely information. Which your outbound telemarketing services collect along the way.
Outbound telemarketing services are not an easy task. Most people argue that this is the most tough job one can do in their lifetime. This is not an exaggeration though. Outbound telemarketers are often subjected to the ire of customers and are quite stressful.
Outbound telemarketing services and inbound telemarketing rely on good people. By good we mean has the skills to circumnavigate on the customer’s mood. Telemarketers who can make the call a pleasant experience which could affect your business reputation too.
One sure way to fail your telemarketing services is when you subject your in-house staff to do this. Why? In-house staff deals with matters that affect your business and profit. If you direct them to do outbound or inbound telemarketing, you are also robbing your business of valuable time.
Plus most of the time, they are stressed enough from core matters which can trickle down to potential buyers they are gonna call. This scenario will turn off these customers plus bad rep to your business too.
This is a common misconception but sales and marketing is not mutually exclusive. However, they work hand-in-hand. Outbound marketing campaigns are done to drive more sales in the funnel. But they differ based on your specifications.
Your outbound telemarketing services could be sales-focused or marketing-focused. It all boils down to how you approach this. The nature of the campaign and its requirements changes depending on your needs.
Businesses who are new to outbound telemarketing services often set KPIs so impossible to reach they sure fail on the first try. Why? Key Performance Indicator should be reasonable based on your business model and types of products or services you offer.
While outbound telemarketing services have been proven effective, this is not a magic wand that can transform calls into sales in a snap. For starters, research shows that on average you have to make 80 calls to have one prospect.
This figure could be a good benchmark, however, outbound telemarketing services is never a one-size-fits-all strategy. You are ought to tailor it according to your needs to know what works for your business.
A good script can work well to drive your outbound telemarketing services. But the opposite is also true if the script is too rigid and sounds too unnatural. Leave the robotic conversations to robots.
More often than not, well-established scripts sound uninspired and overused. Which customers you are calling may have heard a thousand times over from different brands albeit with slight variation.
A good script should have enough room for creativity for your telemarketers which they can work around. Of course with due diligence and still sticks to the main goal. Entice targeted customers to avail your services or buy your products.
Outbound telemarketing services or inbound telemarketing have the same specific goal. Initiate a conversation that turns prospects into buyers. Good timing also plays a key role here.
This is a natural occurrence with the business’ telemarketers. When they are just keen on reaching a goal you set with no care about the perfect timing. They are bound to disturb your customers and turn them away.
There is a huge difference with a customer’s response when they receive a telemarketing campaign on Monday morning and on a Friday afternoon rush. These times are obviously not a good time for your telemarketers and has a lower chance of getting a sale.
In line with this, it is better to take note of bad and good timing and align the best time to do your telemarketing campaign. This also reduces the chance of wasted calls. A good rule of thumb when it comes to outbound telemarketing services, every call is precious.
Outbound telemarketing services are often outsourced and for a lot of good reasons. However, it is a red flag if you simply do so because you are looking for cheap telemarketing services. Sure there are tons of outsourcing vendors in the world but that does not mean you throw caution into the wind. Then just jump into the outsourcing bandwagon.
Cheap telemarketing services sound enticing for businesses that want to expand their market reach. But if you treat outsourcing as some sort of low level services but with high returns, better think again.
Good outsourcing is a partnership. Like any partnership, this must be nurtured. Genuine care between your business and your vendor is a must in order to succeed.
With all the listed reasons above, now you know why your outbound telemarketing is failing or does not meet your set goals. Fret not. As these reasons can serve as precaution to ensure the success of your outbound telemarketing campaign.
How? By partnering with Magellan Solutions! The #1 Outbound Call Center Services provider for SMEs to large enterprises. Increase your market reach and fill up your sales funnel to the brim.
We provide outbound and inbound telemarketing agents with genuine care for your business’ growth. We can tailor telemarketing campaigns based on your needs. No KPIs yet? We can assist you to create them and let’s quantify success together.
Magellan Solutions is also ISO 27001:2013 certified and HIPAA-compliant. Your information is safe with us.
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