Telemarketing databases with the accurate information you need to sell to other businesses, to schools, and to the public sector
Telemarketing works and for it to generate the maximum possible return, you need talented staff, a well-structured script, and the most accurate telemarketing database containing only the decision makers most likely to need your products and services.
While much of the attention of marketing decision makers in the last ten years has rightly been on content marketing, too little investment is made in telemarketing.
In terms of the returns which are regularly being made by telemarketing and telesales teams, other marketing channels still struggle to produce the same high levels of strong leads and more sales.
In a world where the average decision maker receives 115 emails a day, a phone call stands out.
78% of decision makers prefer human interaction and that figure is climbing as the world becomes more digital.
Telemarketing delivers £11 of revenue for every £1 spent.
More Than Words provides business, education, and public sector telemarketing databases to clients as well as offering managed telemarketing services to companies currently without an outbound team.
What’s on our telemarketing database
We currently maintain three substantial telemarketing databases covering three different sectors – B2B, education, and the public sector.
To find out more about the particular telemarketing database you’re interested in, please click one of the links below:
B2B calling list – use our B2B calling list to sell to 3,000,000+ decision makers across 2,000 sectors
School calling list– contact decision makers within over 50,000 educational establishments with our comprehensive school calling list
Public sector calling list – More Than Words’ public sector calling list contains the contact details of over 250,000 decision makers with government, local councils, the NHS, and more
More Than Words’ team have years of experience in organising and running successful direct marketing campaigns for clients.
We not only provide clients with the data they need but, for clients lacking the infrastructure and staff necessary to run email marketing and telemarketing campaigns, we can do the work for you with our outsourced and managed services.
Of particular importance in generating the highest possible return from direct marketing campaigns, including telemarketing, is making sure that your database only contains decision makers with the greatest need for the products and services you sell.
When you get in touch with us, please let us know about your company, what you sell, and the value your products and services deliver to end users.
With that information, we’ll interrogate our telemarketing database to find the decision makers within businesses, schools, and public sector who would derive the most benefit from working with you.
We’ll get back to you within 24 hours with a full count and a quote.
Why choose our telemarketing database for your reps?
When More Than Words or our media partners are building telemarketing and direct marketing databases, our focus is on quality and not quantity.
Often, our databases may be slightly smaller than some of our competitors because the information we hold on some companies, schools, and public sector bodies is not complete enough. When that’s the case, we don’t add it to our databases until the quality threshold is met.
We guarantee the accuracy of the telephone numbers on our database – if we don’t meet the 92% threshold, we either refund you pro-rata or we’ll supply you with additional record replacements free of charge.
We also provide you with support over your 12 month data usage licence.
Your account manager is your representative within More Than Words – they’re here to make sure that what you ask us to do is done quickly, correctly, and efficiently.
We also have our own in-house telemarketing team and telesales script writers within the company. If you want to discuss marketing and sales tactics to use over the phone with your contacts or you want us to review the script you’re proposing to use, get in touch with us at any time over the course of the year.
We’re an active partner in your success – let us know what you need us to do and ask us for as much advice and guidance as possible during your time with us.
Ordering telemarketing call lists for your company
First, please call or email us – the account manager you’re assigned will then find the decision makers on our database most likely to buy your products or services from you.
We’ll present you with a breakdown of the contacts we’ve found together with a quote.
Using the report we send you, we encourage you to select the businesses and organisations you’ve got the greatest chance of selling to so that you can quickly maximise your return on investment in our data.
Please call us on 0330 010 3495 or you can email our marketing databases team by clicking here.
If you’d like to buy data and you’d like us to promote your products and services for you, please ask about our managed email marketing campaigns and our managed telemarketing campaigns when you call.
Using a telemarketing database to generate extra leads and sales
With 12 months to use your telemarketing phone lists, our sales reps share their top 9 tips for getting the most out of the data, and the biggest return on your investment.
1. Segment your telemarketing database
Researching and segmenting your telemarketing list is one of the most effective steps you can take in constructing a valuable marketing strategy.
This report from DMA found that up to 77% of the ROI from marketing campaigns could be attributed to segmenting and personalising sales messages.
Segmentation allows you to convey highly targeted, appropriate messages to smaller subsets of your wider contact list, simply by slightly altering your script.
From the time that you receive your telemarketing contact list you can begin segmenting your data.
Segment by things like industry, job title or the size of the organisation so that you can tailor your offers and conversations in this way.
As relationships build you can start to segment by user behaviour – an even more effective method of targeting.
2. Book appointments
Businesses often find it hard to decide what they should say when first contacting the prospects on their telemarketing list.
Booking appointments is an effective way to make contact and command attention in a way that does not come across as pushy.
During a pre-set appointment you will have your target’s undivided attention and can explain at length the value that your business offers to theirs.
Using calls to book appointments with budget holders in your chosen sector is both a valid reason to call and a means of establishing first contact.
Booking an appointment is a less aggressive sales strategy than some, but will still require a level of commitment from the prospect so make sure that your approach sticks to the 3 W’s:
- who – who are you,
- what – select one or two main benefits of your product or service, but keep it short, and
- why – explain why an appointment is necessary and will benefit them.
3. Do market research
Telemarketing is one of the strongest tools you have for conducting market research.
Cold calling provides 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 campaigns.
Your market research 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 here to retarget each contact at a later date, with a marketing campaign more specifically tailored to their requirements.
Market research also works as a helpful tool in data cleansing and enhancing the data that you already to keep your list as efficient as possible.
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, framed as a conversation that benefits both parties.
However, it is not always easy to keep all of these ideas in mind, as well as deliver your intended message whilst in the moment.
This is why point 5 is relevant.
5. Write a script
A script ensures that, in the process of having a conversation, you do not branch off too far from your main objective.
A script offers subtle prompts you can use to hook back to the reason for your call, moving the conversation towards your desired outcome.
Your script should be unique to you, so that it best captures the voice of your company.
That said, some telemarketing best practices to include are:
- ask lots of questions,
- make your opener as personalised as possible,
- focus on the value of this call to the receiver,
- plan/have an alternate script for every possible eventuality, and
- include a compelling call to action
Speak to your More Than Words account manager to get advice and feedback on your telemarketing scripts before you launch 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.
Using data gathered from other channels is the best way to segment and personalise your telemarketing campaign.
Research conducted by Jim Keenan, a social sales specialist and co-author of the Rise of Social Salespeople, found that more than 78% of sales representatives using social media for prospecting believe that this approach helps them to perform better on the job.
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 prospects about your company.
You are far more likely to get put through to decision makers and buyers, and have them stay on the phone for long enough to hear you out, if you deliver a personalized opener and they are aware of your company.
7. Analyse your data
Monitoring and analysing the data gathered during telemarketing calls is the best tool you have for understanding the success of your campaign.
Make notes of any feedback offered during calls 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, scripts or calls to action to different marketing segments, and then comparing the two to put together the strongest final script possible.
A strong list of key performance indicators is central to analysing the performance of your marketing campaigns, measuring whichever success criteria is relevant for you.
This may be sales but could also be leads, appointments booked, sign-ups and so on.
Using a basic telemarketing reporting sheet to report conversions and feedback helps you to spot trends in your campaign and make alterations as necessary.
8. Use multiple marketing touches
It takes 7 to 13 “marketing touches” to deliver a qualified sales 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, markedly improving the strength and longevity of the relationship.
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”.
You have access to your marketing database for a full 12 months, so we suggest using this data as effectively as possible during this time.
Ensure that your calls and direct mail efforts connect with the contacts on your telemarketing list at least once a month, and offer something new and valuable every time.
Call us now to find out more about obtaining a bespoke telemarketing campaigns for your company.