Managing customer interactions effectively is imperative for any business and ensuring satisfaction with every interface is a challenge. An outbound telemarketing service is proactive marketing in which prospective and pre-existing customers are contacted directly over the telephone. If handled professionally it is a very successful way to grow your business in which the telephone is utilized to sell, promote or research products and services. However, because of overuse this form of marketing has become somewhat of a challenge and requires a lot of refinements in techniques.
Outbound call centers provide services of calling existing customers, prospective customers for lead generation, product promotion, surveys, verification, fundraising campaigns, technical support etc. These calls and promotions are of two kinds-B2B and business to customers.
Benefits of outbound telemarketing services
1. Telemarketing allows a real time communication between the customer and the business. Customer’s concerns are quickly addressed by the telemarketing service staff, thereby leading them to the end goal-purchase.
2. Telemarketing brings an immediate response.
3. Telemarketing provides a direct link between the target audience and the company. It could be lead to more sales and more customers.
Direct Interaction with Potential Customer
Outbound telemarketing is considered as one of the best medium to deliver a company’s message directly to the prospects or customers. The direct call combined with follow up calls or emails have been found to make the telemarketing campaign more effective. The goal of telemarketing service is to generate sales. Sales are generated by directly contacting your prospects from a targeted demographic list and presenting your new product in a way that will appeal to people. This enables the business to keep in close contact with present and potential customers, increase sales and enhance business productivity with far greater efficiency
The best of business ideas and products fall flat in the face of lukewarm customer response. History is witness to this fact. Telemarketing supported by a great script is the first testing grounds for a product and provides immediate feedback to a business at minimum cost.
Outbound calling also provides companies the opportunity to contact a customer with whom it has a business relationship after the consumer purchased a product from the company. This telephone calling allows companies to thank the customer for their purchase and directly ask them for feedback on services and buying experience. It lets the customer feel that the company cares their opinion.
B2B or business to business telemarketing involves a team that can speak to customers about products in the business language. Those programs need to be customized, flexible, scalable and measurable. They need to develop a strategy and have problem solving capabilities that can refine or change project parameters as and when needed. On the whole B2B telemarketing is more ROI focused.
Getting a good return on outbound telemarketing investment requires planning, accurate data and a good script. Telemarketers must be very careful not to antagonize the customer. Directory or database of prospects is the first and foremost step to begin an effective campaign. A carefully written script should be utilized by every caller to get the most value from the time and money spent on each call. The information, positioning of the message, delivery, and method are the key factors responsible for the success of the campaign.
Copyright (c) 2009 Randy Harmat
Randall J. Harmat is the President of Ansafone Communications, a full state of art contact center offering a wide range of call center services. Ansafone’s range of services include inbound, outbound and answering services with bilingual or multilingual options. Ansafone’s skills in B2B telemarketing are well known in the industry. Click here for your B2B Telemarketing Quote.