Let me try to keep telemarketing clear and understandable.
Telemarketing or telesales in UK is simply the process of generating leads, making sales, or gathering marketing information through telephone calls.
It is more valuable than personal selling because it saves time and money, but offers closely the same benefits in terms of a direct relationship with customers.
It not only refers to selling, it could mean conducting market research, setting appointments, generating prospects or making a customer follow-up call after purchase.
Telemarketing to discuss things further is either inbound or outbound in scope. Inbound refers to the handling of incoming telephone calls. It means taking customer service and sales calls from customers looking to make contact with the company.
The idea of fielding calls from pre-qualifying customers can seem simple, but the real key is that telemarketing serves as a desk to accommodate all customers' queries, meet their objections and educate them if necessary
Telemarketers working in this type of telemarketing program normally do not need as much training as outbound reps because the customer already has shown an interest by calling in.
On the other hand, outbound telemarketing refers to the use of telephone calls to follow-up on inquiries, to sell products or services, to clarify or upgrade an order, or to gather information about consumers or other aspects of the market.
Unlike inbound telemarketing, outbound telemarketing calls work by demanding immediate attention from customers. Representatives working on this side of the industry generally need more training and product knowledge because actual selling often involves more complex tasks.
Telemarketing, whether inbound or outbound, is many things to different people in different countries, but generally it works to:
- find new customers or generate interest in brand, product or service by taking the information directly to customers;
- identify excellent potential leads for the business team to close;
- create more reliable sources of data for one's business, rather than buying the data;
- drive great telesales campaigns;
- remove the need for large periods of cold calling;
- reduce training costs and other related expenses;
- professionally present brands, products or services to potential customers;
- canvas existing customers to reveal buying trends or new business potential;
- turn simple requests for information into solid sales leads;
- conduct market research activities that can also produce leads;
- provide a stream of appointments; and
- provide customer satisfaction and often exceeds the needs of the customer.
However, telemarketing should be manned by professional telemarketers. They should be equipped with full knowledge about the products or services that they are marketing. They should also be prepared when bombarded with questions from customers and they should have the capacity to generate a good level of results.
One can acquire these type of telemarketers by outsourcing to telemarketing call centres. Any business can take advantage of their staffing, language, and infrastructure capabilities in order to reach potential customers more easily.
Their telemarketing service has more to offer than just plain selling, business customers can use it for lead-generation, setting appointments, and collecting information most businesses want to see.
Although there are still negatives that can be associated with it, including it being more expensive than direct mail, telemarketing tends to be more efficient in closing sales and thus providing a greater chance to increase revenue.
