Cold calling versus contacting existing customers
So, that’s the difference between inbound telemarketing and outbound telemarketing.
Customers with internal telemarketing teams or those who use a outsourced lead generation company like More Than Words may contact:
- customers they already have, and/or
- the consumers/business decision makers who haven’t purchased from them yet. (commonly called “prospects” and “suspects” – we explain the difference below).
The first option – contacting people and companies in your existing customer database – is a good option.
Telemarketing calls to current customers can be used to sell them a new product or service or to check customer satisfaction levels.
Did you know the cost of acquiring a new customer is five times the cost of acquiring an existing customer?
The second option is to cold call.
Small business owners must continually seek out new clients to replace the ones who no longer buy from them.
Here are two ways our telemarketing for small businesses can find new buyers for your products.
A telemarketer can approach your ” prospects “: people and companies whose details you already have but, despite interactions between you, haven’t bought from you.
In addition, there are “suspects” – these are people and companies you have never spoken to before, but you may think will be interested in your products and services.
To approach suspects on a campaign, most telemarketing companies you use will need to purchase a marketing database from a list owner or broker.
More Than Words is both a telemarketing company and a list broker.
We work with established suppliers to procure the best data for client telemarketing campaigns.
B2B versus B2C
Traditionally, B2B telemarketing involves calling decision makers who work for or own an enterprise like a business, school, or public sector organization. The product or service bought is for the benefit of the organisation and not the individual.
B2C marketing is when you speak directly to consumers.
Small businesses, for example, which sell conservatories and double-glazing to homeowners, would schedule B2C telemarketing campaigns.
Telemarketing service for small businesses- what can you expect from your telemarketing agency?
Most small business owners use our telemarketing service for appointment setting, sales lead generation, and market research.
Most of the calls we make for our clients are to request a face-to-face, telephone, or video-call appointment for their sales teams.
Our telemarketers will present your product or service to clients and describe the benefits of working with you.
During the call, we’ll assess their level of interest and indicate that in our notes.
Our goal is for your sales team to be able to use all the information we collect about a potential client during a call in to close the deal.
Not all clients who book telemarketing services from us want us to book appointments for them.
Rather, they want us to speak with potential customers, learn as much about them as possible, and determine when they will need the product or service they are selling.
Following that, the sales teams of our clients do the following up work to turn that prospect into a paying customer.
Market research has been one of the major growth areas for telemarketing companies over the last few years.
The goal of this market research is not to conduct opinion polls, but to find out as much useful information as possible about individual consumers and their purchasing intentions as well as to gain an overall understanding of a niche market.
What advantage does that give SMEs? You can find out almost instantly if a potential customer or client is in the market for your item or service right now.
In addition, you have the opportunity to create a sales pipeline for the next 12 to 24 months.
And while we’re on the phone…
…Open lines of communication allow us to learn as much as possible about consumers and organisations.
Every time we make a phone call, our telemarketers complete a form to ensure that the details we have for the individual or organization are correct.
If we don’t have their contact information, we can also get their direct email address and telephone number, and sign them up for your marketing newsletter.
Please let us know any questions you would like our team to ask.
Small business telemarketing UK FAQ
What businesses use telemarketing?
Telemarketing is used by many types of businesses for a variety of reasons.
Telemarketing companies tailor their campaigns to meet their clients’ commercial and revenue goals.
A majority of SMEs use telemarketing companies to book sales appointments.
Larger companies, especially those with expensive services or products, prefer market research and lead generation services to generate sales leads.
What is the success rate of telemarketing?
Telemarketing generates £11 worth of turnover for every £1 spent on it, according to the UK Data and Marketing Association .
Which telemarketing services does More Than Words offer?
More Than Words offers B2B telemarketing services , telemarketing to schools , and telemarketing campaigns to the public sector.
Outbound telemarketing for small business clients – get in touch
By using our outsourced telemarketing services, you will be able to provide your sales team with quality leads.
This will help them to win new business and grow revenues.
Let us know about your business – what you sell, the main benefits products and services offer to your clients.
Discuss what you hope to achieve with a bespoke telemarketing campaign.
We will then provide you with a fully-costed proposal within 24 hours for our telemarketing for small businesses service.
Call our team at 0330 010 8300 or click here to email our telemarketing department.