Telemarketing: The Lead Generation Machine for Your Company

In the past, marketing was all about seeking the attention of potential customers through billboards, television commercials, print advertisements, etc. However, with the widespread use of telephones and smartphones, marketing has also evolved over the years and given rise to its new branch – telemarketing. Telemarketing is a direct marketing strategy that involves interacting with customers over the call and pitching a sales script in order to sell a product or service. Telemarketing campaigns can help a business generate genuine and large amounts of leads of potential customers. However, some forms of telemarketing are perceived as negative by the general public. Sending automated voice calls to customers is a negatively-perceived version of telemarketing, which can be sent across to thousands of people every day. Due to such unpopular methods, there are many government regulations of telemarketing in countries such as the US. Hence, it becomes all the more important for a business to avoid such strategies and respect government guidelines. This helps a business to get a positive brand perception and retain customers in the long run. Therefore, telemarketing when done through trained experts can prove to be a game changer for any business and lead to its astounding growth.

How Outsourcing Telemarketing Services can be a profitable Business move?

Telemarketing not only helps a business get potential customers but it also helps to market the pros of a product or service to people who may convert to customers, once they are convinced. Telemarketing does not guarantee 100% sales conversion, however, it provides sales representatives with 100% chance to convince a customer, which happens to be a magical figure in itself.  Many modern companies and startups based in the US have realized the importance of outsourcing call center telemarketing services to third party countries present in India. Telemarketing outsourcing has emerged as a widely popular business strategy amongst businesses of all sizes based in the US.

Telemarketing your business can prove to be a daunting task, and reaching out to your target audience can prove to be a lot time-consuming and highly expensive. Outsourcing helps a company to build an experienced and well-trained team overseas, who can effectively manage outbound telemarketing by making outbound calls. However, before outsourcing a company must work on a few things beforehand to make telemarketing successful. Every business must allocate adequate amounts of fund or marketing budget towards telemarketing lead generation. Before looking for a BPO company for outsourcing, a company must also have a telemarketing plan in place. The telemarketing plan will help the service provider company prepare suitable sales scripts and pitch. Hence, the benefits of outsourcing are many and we shall discuss them now.

Top 5 major benefits of Outsourcing Telemarketing Services

TCPA Compliant

The Telephone Consumer Protection Act or TCPA was passed by the United States Congress in the year 1991 and was signed into law by President George Bush. TCPA guidelines were initiated to support people against fraudulent calls by marketing companies. TCPA prohibits sales agents to call residences in between 8 am to 9 pm, local time. Telemarketing companies also need to respect the National Do Not Call Registry, which contains contact no. of individuals who do not wish to be called by telemarketers. Many Indian BPOs strictly follow and respect TCPA guidelines and hence help to empower consumer rights and consumer privacy.  

Workforce Expertise

Let’s accept it that telesales is no child’s play. One needs to be extremely patient and calm when it comes to selling the desired product or service over calls. A telesales representative needs to be thick-skinned as they face a lot of rejection when they make cold calls. A BPO company is well equipped with well trained and expert telesales agents who can convince fussy customers with much ease. The agents have rich experience in selling wide categories of products and services to different age groups of potential customers. They work hard to help a business increase its sales volume and make more profits in the long run. The agents are also immensely focussed on achieving the desired sales target on a daily, monthly and quarterly basis.   

Effective Telemarketing Scripts

No effective sales can take place without a pre-structured sales script. A sales script contains pre-written dialogues which will take place over a sales call.  This helps an agent be prepared before the call even takes place and helps him to counter customer questions with ease and look into what exactly the customer might want.

Most emerging businesses never feel confident when it comes to writing and implementing these scripts. This failure often results in undesired and close-ended questions. This can prove to be fatal for any business as instead of acquiring new customers, a business might be on the verge of losing its existing customers. A BPO company comes to rescue which can help a business in writing the most effective and attractive sales scripts.

Upselling and Cross-selling

Upselling refers to the process of selling products which are higher in price value than what the customer is actually looking to buy. Cross-selling, on the other hand, refers to selling complementary products along with the original product. Selling a wireless keyboard along with a laptop is one example of cross-selling. Both upselling and cross-selling are proven sales strategies which can help any business increase their overall sales figures and maximize profits. A BPO company has expert agents who have honed their skills in upselling and cross-selling over the years can provide a noticeable increase in sales volumes.  

Achieve Measurable Results

No business strategy or action can be considered impactful if it cannot be measured. BPO companies offer telemarketing results which can be measured by the parent company and which helps them assess the suitability of the telemarketing plan. If the results are not in favor and the company wants better results, it can try to increase the marketing budget or help to improve the sales script. By outsourcing telemarketing services, a company is empowered to analyze and measure the results of outbound and inbound telemarketing campaign.