Wednesday, 11 May 2016

Telesales: What You Need to Consider

An Executive Summary

If you are considering any business-to-business (B2B) telesales project, whether in-house or outsourced, this executive summary is essential read. It is based after the results of over a , 000, 000 telemarketing calls and will let you know what works and what doesn't when implementing a call campaign.

Typically the reality is that less than 20% of all telemarketing projects are extensive. This is due to the lack of planning, hurried or poor training, inadequate testing and inappropriate measurement of results. Alternatively, a properly planned and executed telemarketing program will yield a great come back on your investment.

In-House or Outsourced: The Risks and Rewards

Some companies feel that they can carry out a relatively inexpensive, yet successful B2B call campaign by selecting people at a minimum or entry level salary, quickly train the caller(s) how to properly carry out calls, provide little supervision and then watch the appointments or leads come in. This is in almost all cases false.

There are two reasons for this negative outcome. Very first, the actual cost is much more than just the hourly rate. Additional indirect costs, including the time and resources to interview, hire and train (initial and ongoing) need to be considered. The expense of taxes, office area, management and equipment also need to be calculated. Some studies show these factors can raise the total wage to almost three times the hourly rate.

Second, unless you have substantial telemarketing experience in areas such as training, list generation, script development, caller management, reporting and quality assurance, your in-house telemarketing venture might not be very productive.

An outsourced telemarketing project, when properly implemented, will almost always yield better results than an internal effort and the company's involvement of time should be less than an in-house project. In regards to cost, what may seem to be expensive (typical rates for U. S. dependent organizations range from $25 to $40 per hour) is actually competitive with the total in-house investment.

This is also important to note that in-house telesales efforts usually take additional time to implement and cannot ramp up as quickly as an outsourced solution. Now that we have compared in-house versus outsourced call campaigns, the remainder of this paper will discuss the guidelines of outsourced telemarketing projects.

Away Shore or U. T. Based Call Centers

The particular primary reason why companies select off shore call centers is to save money. And in telemarketing, the old adage is very true - you get what you pay for. This is particularly relevant if your company provides a product or service that is specialized or not very simple to articulate. Think about where your business is located. If it is in the United States, in that case your call center reps should be there as well.

Take note00 (and stay away from) telemarketing businesses that seem to be to provide costs that is too good to be true. No experienced company can charge less that $25 each hour but still pay for productive callers and other expenses over the extensive.To become more data click here Tele marketing solutions.

Virtual or Corporate Call Centers

A virtual or remote call center is the one which uses callers that are not on-site at a physical location. They are extremely likely working from your home office. While this might reduce a client's hourly investment and make it more convenient for the caller, it really does not overcome the pitfalls associated with this business model.

A telemarketing vendor might tell you it monitors remote callers, but there is absolutely no way to share with what those people are doing and exactly what interruptions they may have in a home-based environment. The management, if any, is not able to work closely with the callers on a daily basis to deliver the best telemarketing solutions for the clients.

A corporate (or physical location) call middle has a central location and all callers statement to work, interact with the other person and work closely with management. The callers tend to be more productive in this environment and there is no question of how they may be spending their time. The original and ongoing training is usually much better (and more hands on) at an actual location than with a remote customer service. Most remote call centres do not even have the ability to meet callers in person before these are hired or properly evaluate their work surroundings. This is not the solution for companies seeking an excellent B2B telemarketing firm.

A single Stop Shop or BUSINESS-ON-BUSINESS Specialist

Most telemarketing companies claim to provide multiple services, such as telephone business-to-business (B2B) telemarketing, outbound business-to-consumer (B2C) telemarketing, incoming telemarketing, email campaigns, primary mail programs etc. Despite the fact that many of these services require similar skill sets such as communicating well over the phone, it is very difficult to be the best in the telemarketing field behaving as a one stop shop.

The way a B2B call is conducted differs greatly from a B2C call. Most BUSINESS-ON-BUSINESS calls are conversation-based, aiming to qualify a business prospect and generate an appointment or lead. These kinds of calls typically require a more knowledgeable caller and are best dialed one-by-one during business hours, while B2C calls usually require an auto dialer system trying to contact people at home during evening or weekend hours. The goal of a B2C telemarketing project is an increased quantity of calls and a one-time sale or lead versus the more professional approach used in BUSINESS-ON-BUSINESS call campaigns.

Simply put, if you are heading to execute a BUSINESS-ON-BUSINESS telemarketing project, it is always far better to choose a company that solely centers on that task.To get additional facts click the link Call center solutions.

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