Outsourcing telemarketing services and building a successful and fruitful partnership between vendor and agency is about building a partnership and a successful extension of your business – with the ultimate aim to accelerate your sales. Here a just a few golden rules you should consider to make your b2b telemarketing outsourcing project a success:
Clearly define realistic goals
Sometimes, it takes a while to build a level of momentum in the market. It could be that your brand is not recognised or that you have an entirely new proposition you wish to take to the market. It could also be that the original data source that you are using as the basis of your telemarketing needs to be enhanced first. Whatever the situation, it is important to be realistic and take into account any factors that might impact the correct measurement of success. So working alongside your nominated telemarketing agency, ensure you are both clear on expectations and timelines for measurement.
Integrate with other marketing communications campaigns
Remember that telemarketing services should be considered part of a wider and integrated marketing and communications mix. When prospects are recipients of other campaigns such as emails, whitepapers, webinars, events etc then telemarketing activities have a greater chance of success and your overall company message is enhanced.
Build strong connections across sales and marketing
Successful telemarketing is NOT just about generating a sufficient amount of qualified leads. It’s more than that. A successful sales funnel doesn’t just stop there but this is where success starts. It is imperative that your nominated telemarketing agency is able to have regular dialogue directly with the sales teams, with whom the leads generated are meant to impact. This way, both sales and telemarketing can understand and learn exactly what worked, what did not and what corrective action needs to be taken moving forward. Similarly telemarketing can discuss nuances of a particular opportunity they have uncovered and next steps that need to be taken as a result of their direct conversations. This dialogue is imperative and in addition to any reports that your telemarketing team may produce for you.
Review progress continually
Make sure you have regular progress review meetings at specific points in the overall telemarketing campaign. This will allow you to tweak messages, absorb key findings from the telemarketing to date and take any necessary corrective action.
At IZEN we take a structured approach to outsourced telemarketing services, helping organisations to fuel their sales
