3. Do market research with your telemarketing database
Telemarketing is one of the strongest tools you have for conducting market research .
Cold calls provide an opportunity to introduce yourself to the prospect as well as find out more about their business.
The more information you have, the easier you will find it to plan future marketing activity.
Your market research telemarketing campaign should aim to find out:
- who is in charge of buying decisions,
- what a buyer is looking for,
- how the business conducts procurement, and
- what the business buying cycle looks like
You can use the insight you obtain from a customer survey for more tailored marketing campaigns.
4. Have a conversation
According to Financesonline.com, the central factors influencing a buyer’s final purchase decision are:
- the value that you offer to them (96%),
- your ability to collaborate with them (93%),
- the level to which you have educated them about new ideas (92%), and
- the insights you have about their industry (92%).
The easiest way to do this is through telemarketing. This is because it’s a conversation that benefits both parties, rather than a push towards a sale.
However, it is not always easy to keep all of these ideas in mind. Especially as you deliver your intended message whilst in the moment.
This is why point 5 is relevant.
5. Write a call brief before using telemarketing data
A call brief ensures that during a conversation, you do not branch off too far from your main objective.
With our telemarketing service account managers create the telemarketing call brief before your first campaign.
6. Use multi-channel marketing
Your telemarketing lists are data-rich and targeted, making them an excellent resource for any marketing campaign.
Having said that, they do work best combined with other marketing channels.
Email and social campaigns help you to:
- uncover market intelligence,
- qualify your leads in advance of making calls, and
- make small ‘marketing touches’ that inform your prospective customers about your company.
7. Analyse your data
Monitoring and analysing the data gathered during telemarketing calls is the best tool you have for understanding a successful campaign.
Make notes of any feedback offered during calls and by existing customers, as well as any actions taken by your prospects.
This will help you to refine your strategy over time.
You can perform A/B testing during telemarketing, delivering different openers, or calls to action to different marketing segments.
Once complete then compare the two to put together the strongest call approach possible.
A strong list of key performance indicators is central to analysing the performance of your marketing campaigns.
8. Use multiple marketing touches with the contacts on your telemarketing data list
It takes 7 to 13 “marketing touches” to deliver a qualified lead, according to the Online Marketing Institute .
The length of this process can be frustrating to some, but actually helps businesses to form stronger connections with prospects.
Telemarketing is a useful way to build a relationship with potential customers because it adds a ‘human connection’ that people respond well to.
Direct mail and email campaigns spread brand awareness and promote trust and authority.
But it is regular telemarketing calls that persuade a potential customer to like and become attached to your business.
9. Market to customers for the full 12 months your data is licensed to you
Research has shown that up to 86% of customers would like to receive promotions material from a company “at least monthly”.
Our clients have access to their prospect telemarketing database for a full 12 months. We suggest using this data as effectively as possible during this time.
Ensure that your calls and direct mail efforts connect with the contacts from your telemarketing list at least once a month.
Offer something new and valuable every time.
We’re open during office hours between Monday and Friday.
Please call us, email us, or fill out the contact form and let us know what you want to achieve with your telemarketing database.
We’re available on 0330 010 8300 or you can email us by clicking here.