Frequently Asked Questions
- Why Telemarketing?
- What other techniques for promoting my business are available?
- What weight and frequency should my campaign be?
- What market sectors should we penetrate?
- What size of company should we target, and which geographic area?
- Where can I get the data from?
- Should we use a marketing company or should we go in-house?
- What should I look for in a marketing Company?
- What happens if the appointment doesn’t close to a contract?
- How do I maintain momentum?
Everybody needs to maintain a constant sales drive because no matter how good you are there will always be client/customer drop-off. Telemarketing is just one of a range of techniques that can help you reach your targets, but why telemarketing and what should you ask yourself before taking the plunge?
What other techniques for promoting my business are available?
• Mail-shots • Fax-shots • e-mail marketing • Advertising BUT : All of these have one major weakness in common – there is no immediate feedback! If you want immediate reaction and market intelligence there is only - telemarketing.
What weight and frequency should my campaign be?
To answer this you need to ask the following questions: • What turnover are you looking to achieve by the end of the financial year? • What is the average value of each new contract? • How many pieces of new business per month do you need? • What is your conversion rate? • So how many appointments do I need to win one piece of business? This then leads you to the next question which is how much telemarketing do I need to win 1 appointment? Unfortunately the answer to that is not simple – if it was everybody would be rich! What you need is a marketing company which appreciates this and is prepared to assist you to find the answer by preparing meaningful statistics which, over time, will provide that answer.
What market sectors should we penetrate?
The easy answer to that is the market sectors you are already successful in. Then start thinking about similar markets where your product/service would be applicable.
What size of company should we target, and which geographic area?
Always start close to home and then work out from there. This way you minimize time and travel costs. The size of company will depend on your product/service.
Where can I get the data from?
A reputable telemarketing company will give you all the advice you need on this and more often than not be able to specify and procure the database for you for a nominal charge.
Should we use a marketing company or should we go in-house?
Before going to the expense of recruiting, training and motivating a new member of staff it’s always best to trial the technique using a reputable marketing company.
What should I look for in a marketing Company?
See News article dated 23/10/10
What happens if the appointment doesn’t close to a contract?
Any agency worth their salt will tell you to give it back to them to follow-up at the appropriate time. “Once a company is on the sales table – keep them there!”
Once you know how much telemarketing you need to fulfil your objectives you need to keep that agency at the appropriate campaign weight and frequency.