We book appointments, generate leads, collect information, and carry out market research for our SME clients with our outbound telemarketing service.
Let us know about your small business, what you sell, and the markets you’re targeting. Tell us what you want to achieve through telemarketing and we’ll create a campaign for you.
We can help you not only win business from your existing client base but we can also find you the brand new customers you want.
To contact us, please call us on 0330 010 3495 or click here to email our sales team direct.
What are the types of telemarketing?
Inbound telemarketing versus outbound telemarketing
An inbound telemarketing strategy, just like a content marketing strategy, involves the creation and implementation of a number of different (normally online) marketing channels with the intention is to get potential customers to phone you up to purchase your products and services or to ask for quotes.
The calls you receive as a result of an inbound telemarketing strategy often turn from leads into sales quickly because clients are interested enough to call you up unlike with outbound telemarketing.
In outbound telemarking, telemarketers make the first move – they approach your existing clients and/or prospects to share information with them on your products and services and with the goal of opening a two-way conversation.
Cold calling versus calling your existing customer base
So, that’s the difference between inbound telemarketing and outbound telemarketing.
Businesses with in-house telemarketing teams or those who purchase telemarketing services from providers like More Than Words can choose to contact:
- their existing customers and/or
- consumers/business decision makers who have not made a purchase from them yet (they are commonly known as “prospects” and “suspects” – we explain the difference below).
Option one – calling the people and companies on your existing customer database – is a good idea.
In addition to checking levels of customer satisfaction, you can make calls to your existing customers to try to sell them a new product or service.
Did you know that the cost per sale to existing customers is five times less than the cost per sale to brand new customers?
Option two is cold calling.
To survive, a small business owner needs to be constantly looking for new customers to replace the customers who no longer buy from them.
You can find new people and companies to buy from you in two different ways.
You can ask your telemarketing company to approach your “prospects” – they’re the people and companies whose details you already have but, even though there’s been interaction between you, they haven’t bought from you yet.
And then there’s the “suspects” – these are people and companies with whom you’ve had absolutely no prior contact but where you believe they might be interested to hear about the benefits of your products and services.
To approach suspects on a campaign, most telemarketing companies you might use will need to purchase a marketing database from a list owner or broker.
Fortunately, More Than Words is both a telemarketing company and a list broker and we work with established suppliers to procure the best data possible for use on clients’ campaigns.
B2B versus B2C
B2B telemarketing is when you make calls to decision makers who either represent or own an organisation like a business, school, or public sector organisation. The product or service bought is for the benefit of the organisation and not the individual.
B2C telemarketing is when you speak to someone in their personal capacity – for example, small businesses selling conservatories and double glazing to homeowners would book B2C telemarketing campaigns.
What do small business owners want from the telemarketing agency they work with?
The three requests most small business owners when they use our telemarketing service are appointment booking, lead generation, and market research.
The most frequent types of calls we make for our customers are calls to book either a face-to-face, telephone, or video-call appointment for members of our clients’ sales teams.
During calls, the telemarketers on our team will introduce your product or service and describe the benefits of working with your company.
We’ll assess their level of interest during the call and indicate that in our notes as well as telling you whether it’s just one person or there are a number of people involved in making the decision to buy what you sell.
We want your sales staff to be able to take advantage they can from the information we collected on a potential client during a call so that they’ve got the best chance of closing the deal first time.
Not all of the small businesses booking telemarketing services from us want us to book in appointments for them.
What they want us to do instead is to speak to their potential customers, find out as much information on them as possible, and indicate how long it is before they’ll need our clients’ product or service.
After we’ve done that, our clients’ sales teams then do the follow up work to take the potential customer we found to the point of purchase.
One major growth area for telemarketing firms in the last few years has been market research.
This is market research not in the sense of opinion polling but market research to find out as much useful information as we can about individual consumers or organisations and their purchasing intentions as well as gaining a snapshot as a whole of a particular target market.
What advantage does that give SMEs? Immediate sales and leads – you find out straight away if a particular consumer or organisation is in the market right now for your product or service.
But it also gives you the opportunity to build a sales pipeline for your business for the coming 12 to 24 months.
And while we’re on the phone…
…lines of communication are open so we find out as much as we can about individual consumers and organisations.
On each phone call, our telemarketers will complete a form checking that the details we have for each person and organisation we’re speaking to is correct. We can get also get the direct email address and phone number for B2B decision makers if they’re missing or need updating as well as sign them up to your marketing newsletter.
Any question you want our team to ask, please let us know.
Small business telemarketing UK FAQ
What businesses use telemarketing?
Many different types of business use telemarketing and they use it for a variety of different reasons. One of the major benefits of working with a telemarketing services provider is that they will tailor their campaign and approach to meet their clients’ commercial and revenue goals and needs.
SMEs mainly use telemarketing companies to book appointments for their sales reps. The larger businesses we work with, particularly when they sell an expensive or organisational-critical product or service, prefer lead generation and market research services to create a stream of leads for their sales team to follow up.
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.
How much does telemarketing cost?
Different telemarketing companies charge businesses different rates for their telemarketing services.
The way that we work is that we need a minimum commitment of 40 hours’ telemarketing from you. We charge per hour but we don’t charge set-up fees or training fees – everything is by the hour and transparent.
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
Give your sales team the quality leads and appointments they need to win new business and increase company revenues by using our outsourced and fully-managed outbound telemarketing services.
Get in touch with us – tell us about your company, what you sell, the main benefits your products and services delivery to your clients, and what you want to achieve with a bespoke telemarketing campaign for your business. We’ll then get back to you with a fully-costed proposal within 24 hours.
To speak with small business customer service team and to receive a competitive quote designed to fit within your marketing budget, please call us on 0330 010 3495 or click here to email our telemarketing department direct.