There are four main categories:
Inbound telemarketing is when a business contacts customers who have made inbound enquiries about a product or service.
It could also be answering inquiries or orders from potential customers.
Outbound telemarketing involves contacting prospective clients and customers.
It could be for the purpose of making a sale or generating leads and sales in the future.
Telemarketers need to be knowledgeable about the process, what they are trying to do, and how to address questions and objections.
Lead generation calls are made by salespeople after they have made the first contact or researched the prospect.
Often, lead generation occurs after another form of direct marketing, such as email or direct mail.
The most persuasive type of telemarketing is sales calls. It is usually carried out by trained telesales professionals.
Features of telemarketing professionals
Even though businesses with low budgets may choose to handle telemarketing in-house, the skilled nature of the job often requires outsourcing to a telemarketing company.
In most cases, the value of telemarketers with these skills outweighs the cost of the service.
Telemarketing professionals need the following skills:
An experienced telemarketing team is invaluable, especially for businesses selling to other businesses, schools, and the public sector.
These areas have longer sales cycles, and businesses must convince leaders that they can deliver on their promises.
The ability to listen and learn
There will be challenges to overcome in a business to business relationship.
A good telemarketer is able to listen to prospects and take their reservations into account, tailoring their ongoing conversations accordingly.
While telemarketing scripts are great for early contact, the best teams will also be able to work independently as the relationship develops.
An understanding of the company they are working for
Telemarketers who are outsourced must understand the specific business they are representing.
This means they need to understand your product or service’s features and benefits in depth in order to sell them to prospects.
The importance of using telemarketing
Statistics for the features and importance of telemarketing are compelling.
According to research from The Rain Group , 69% of buyers say that they accepted one or more cold calls in 2019.
The study also found that 82% of buyers have accepted meetings from sales professionals following cold calls.
The idea that buyers in B2B or public sectors don’t want to hear from sellers is false.
When offered something of value, they are open to cold calling.
The importance of telemarketing for sales
Telemarketing offers prospects a more personal sale experience.
Direct contact can lead to more trust in a company and its product or service than contacting the company online.
A telemarketing call allows a business to:
- open a dialogue and create a rapport with a potential customer,
- ask questions and explain technical issues more clearly,
- reach more customers easily, even those who are geographically far away, and
- achieve measurable results
The importance of telemarketing for generating leads
With telemarketing, you will generate more leads and acquire more customers since the prospect can ask questions.
A lead generation call warms prospects to the business and provides the business with more in-depth information about a new customer.