There are several types of telemarketing service providers. If we set aside independent telemarketers, a telemarketing firm could be any one thing from a small business operation with a few employees to an international call center operation.
Deciding which type of telemarketing firm suits your business depends on a number of aspects. First is the size of your campaign; your target industry or prospects ; and the intricacy of your proposition.
Let us analyze each aspect and find out how they will influence your hiring decision.
Size of your campaign. First and foremost, you need to consider the scope of your telemarketing project. How big is your prospecting database? Do you have more than a hundred prospects or more than a hundred thousand? Large telemarketing firms will best suit extensive calling campaigns. They can provide a large number of telemarketers to work on each campaign. In addition, they have the modern telephone systems like auto-dialers or predictive dialers to enhance efficiency in running huge cold-calling projects.
The opposite is true when it comes to their capability to manage small projects. A big telemarketing agency is not designed to take on campaigns with less than a few thousand prospects. Large-scale teleservices providers need large campaigns because they need to set up telephone and computer systems as well as provide training to their telemarketers. Smaller telemarketing agencies are ideal for small-scale calling campaigns because these projects require only a small telemarketing team to work on them.
Your target industries or prospects. Just like the scale of your campaign, you also need to think about your target audience. Would you like to focus on consumers or individuals, SME executives, or high-level decision makers of large business enterprises? What about verticals or industries? Commonly, large outbound call centers cater to business-to-consumer calling projects while smaller telemarketing firms are more likely to specialize in a particular industry or business sector. This is usually the case because they have less employee turn-over rate compared to bigger outbound call centers. Telemarketers from these smaller agencies will build up skills in calling a particular industry or sector. It is important to match the prospect type and industry with the appropriate telemarketing firm to ensure that you are hiring the right agency.
The intricacy of your proposition. In selecting the right telemarketing service provider, it is essential to consider how much they suit your entire proposition. Generally, larger telemarketing companies will depend on having their calling agents use a scripted sales pitch. For intricate propositions, where there is a level of technical know-how required, this can be a critical path to take. Once a prospect starts to ask questions and steer the telemarketer to a different direction, the agent will likely struggle and the company being represented will lose positioning from the prospect’s viewpoint.
Due to the low employee turn-over rate which smaller telemarketing companies have, they are able to maintain stronger and more experienced telemarketing teams. Their agents have well-developed telephone selling skills and industry expertise that they can depend on for more efficient sales pitches that do not seem too rehearsed.
Clients are also likely to build affinity with the same group of people with smaller telemarketing firms. This gets the telemarketing teams more acquainted with your proposition in the long run. With larger telemarketing companies, you are likely to have different agents working on your campaign quite frequently because of higher attrition rates. This what makes a smaller telemarketing firm more suitable to manage a complicated proposition.
As a general rule, larger telemarketing companies are better suited for large-scale calling projects with simple cold-calling approach. For intricate propositions, smaller telemarketing firms are your best bet.
Anne Geller recommends you to visit www.callboxinc.com for more information about Telemarketing.