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Take This As Precaution For A Successful Outbound Telemarketing Services
Telemarketing. Oldest but still the most effective marketing tool when your goal is to reach a broader market segment. This is divided into two types: outbound and inbound telemarketing services. These two may be similar at first glance as both connect with consumers, but they 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 calls 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 must ensure customer interest turns into a sale.
Both connect with customers, but why do outbound telemarketing services have a bad rep compared to inbound telemarketing? The simple answer, you are not doing it right.
Your inadequate outbound telemarketing services can shoo away your potential buyers instead of attracting them. So how do you know if you have a bad one? Read on to see if you are doing these harmful practices.
9 Signs Your Outbound Telemarketing Services Is Bound To Fail
1. Inadequate Market Segmentation
If you do this, your outbound telemarketing services will fail. Why? This is because you deploy your agents to call people unthinkingly. Please 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 intelligent 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 an essential step, though? Because this is like going into a war with no idea who to target with. If you are lucky, it is like shooting your ammo randomly and hoping to shoot one. Imagine the lost ammo 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 to tell if your strategy is effective. This is also applicable to outbound telemarketing services. It must be anchored on accurate data to deliver genuine buyers.
2. Data Collection Failure
A poor definition of wasted calls regarding outbound telemarketing services is when it failed to turn into a sale. This is terrible practice right there. An outbound call may not turn into your desired action.
Yet this is an excellent opportunity to collect valuable data. Failing to do so can affect your telemarketing and business in the long run, as helpful information and insights that could help you improve your services go right under your nose without you knowing.
3. Not Making Changes
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 embrace and be ready to change.
How can you make intelligent changes to triumph in these inevitable circumstances? Of course, it should be by accurate and timely information your outbound telemarketing services collect along the way.
4. Mismatch Staffing
Outbound telemarketing services are not an easy task. Most people argue that this is the most challenging 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 having the skills to circumnavigate 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? The in-house team deals with matters that affect your business and profit. If you direct them to do outbound or inbound telemarketing, you rob your business of valuable time.
Plus, they are usually stressed enough from core matters which can trickle down to potential buyers they will call. This scenario will also turn off these customers and give a lousy rep for your business.
5. Lumping Sales and Marketing Together
This is a common misconception, but sales and marketing are 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.
6. Poor or Undefined KPIs
Businesses new to outbound telemarketing services often set KPIs so impossible to reach they fail on the first try. Why? Key Performance Indicators should be reasonable based on your business model and the types of products or services you offer.
While outbound telemarketing services have been proven effective, this magic wand cannot transform calls into sales in a snap. For starters, research shows you must make 80 calls to have one prospect on average.
This figure could be a good benchmark; however, outbound telemarketing services are never a one-size-fits-all strategy. It would be best to tailor it to your needs to know what works for your business.
7. No Room For Creativity
A good script can work well to drive your outbound telemarketing services. But the opposite is also true if the writing 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 call may have heard a thousand times over from different brands, albeit with slight variations.
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 primary goal. Entice targeted customers to avail of your services or buy your products.
8. Bad Timing
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 keen on reaching a goal, they set it without caring about the perfect timing. They are bound to disturb your customers and turn them away.
There is a vast difference in a customer’s response when receiving a telemarketing campaign on Monday morning and Friday afternoon rush. These times are 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 regarding outbound telemarketing services is that every call is precious.
9. Bad Outsourcing
Outbound telemarketing services are often outsourced, and for a lot of good reasons. However, it is an outsourcing red flag if you do so because you are looking for cheap telemarketing services. Sure, many outsourcing vendors are worldwide, but that does not mean you throw caution into the wind. Then 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 low-level services 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 to succeed.
Outbound Telemarketing Services: Magellan Solutions Minimize Failure Percentage
With all the listed reasons above, now you know why your outbound telemarketing fails or does not meet your goals. Fret not. These reasons can serve as a 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 in creating 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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